SCHMID亚太区工业自动化事业部销售总监Luca Santini
对于国内很多工业企业而言，SCHMID这个名字可能并不熟悉。其实这家德国企业已经有150多年的历史，服务全球工业自动化领域的经验也长达20余年，旗下很多创新的系统和解决方案应用在电子工业，自动化，储能系统及光伏领域，并被用户高度认可。例如SCHMID的montrac®智能运输系统，可以轻松贯通厂区以及产线内部的物流，让生产变得更加高效、可靠。而这恰恰是当前某些制造企业迫切需要解决的问题。
For many domestic industrial enterprises, SCHMID is a brand name theymay not be familiar with. Actually, it is a German enterprise, enjoysmore than 150 years of history, and with more than 20 years ofbusiness experience in the field of globalindustry, it has a lot of innovation systems and industrial solutions used in the electronics industry, automation, energy storage systems and photovoltaic field, and have been highly approvedby the user and customers. For example, SCHMID montrac® systems can easily transport through the factory and production line of internal logistics, make production more efficient and reliable, which is the urgent problemthat needs tobe solvedin manydomestic manufacturing enterprises.
当然SCHMID也已经洞察到了行业的需求和改变，那么作为中国市场的后来者，他们如何积极行动，抓住发展契机呢?在2017工业自动化的开年盛会——广州SIAF展上，IIANews记者采访了SCHMID亚太区工业自动化事业部销售总监Luca Santini，相信采访交流内容会针对上述问题给出答案。
SCHMID, of course, has the insight into the industry requirements and changes, so as the latter arrival in the Chinese market, how they can catch the business opportunities effectively? In 2017, Guangzhou SIAF show, IIANews reporter interviewed with Mr. Luca Santini, SCHMID Asia-pacific industrial automation division sales director, and the interview conversation will give the answers for the problems mentioned above.
制造业挑战催生新需求
News challenges create new demands
在SIAF展会现场首次亮相的SCHMID颇为忙碌，不时有观众造访它的展台，就展示的系统或应用案例与工作人员进行详细的交流。在采访前一天，Luca先生也和中国当地客户进行了一次深入沟通，收获了很多富有价值的反馈。“中国企业对新技术正产生浓厚的兴趣，这导致近年来工业自动化市场需求日益旺盛,其中具有挑战性的项目也增多。过去3年SCHMID montrac®业务在持续增长，这是经济减速背景下意想不到的结果。“Luca表示，这种情况在整个亚太区市场都很相似，因为大家面临的着同样的挑战。“过去的廉价劳动力市场已经不复存在，当前人工成本快速上涨。此外，产品质量，生产效率等也成为掣肘企业发展的关键问题。对于很多厂商而言，工业自动化是他们能找到的解决上述问题的唯一出路。”
Made its debut of SCHMID is very busy at the SIAF exhibition, there are so many visitors to visit the booth frequently, inquired about themontrac®system or application cases day before the interview, Mr. Lucahad a conversation in-depth with an importantlocal Chinese customer, harvest a lot of valuable feedback."Chinese companies show a very strong interest in the new technology, with an increasing request for industrial automation solutions, in which more challenging projects are in demand. Over the past three years the montrac® businesshas continued its growth, this is a remarkable achievement and unexpected result under the global economic downturn." Luca said the situation in the whole Asia-pacific markets are very similar, because they face with the same Labor advantages has gone, the current labor costs rise quickly. In addition, the product quality and production efficiency has become a constraint reason for the development of enterprises. For many manufacturers, industrial automation is the only way to solve the above problem."
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和很多国外企业相比，SCHMID进入中国市场的时间比较晚。但Luca认为，现在中国和亚洲对于高科技产品的需求不断增加，从这个角度看，其实也是进入中国的最好时机。最直观的例子就是12年前 初入亚洲市场montrac®系统,只能在一些国家需要高新技术的行业中应用。 “产品的应用需求要建立在一定技术与设备基础上，只有那些对于产品品质有高度诉求的企业才会选择montrac®。”而这些前提条件在今天早已成为普遍的状态。
Compared with those foreign enterprises, SCHMID‘s entry in the Chinese market is not earlier enough. But Luca suggest that now in China and Asia thereis an increasing demand for high-tech products, from this perspective, today is the best time to enter China. The most meaningful example is that 12 years ago,the montrac® started its distribution in Asia, but only in countries and for applications, where high technology was the primary requirement."This product application needs to be builton the basis of a certain technology and equipment, only those enterprises who are looking to increase the product quality and their production efficiency will choose montrac®, and these preconditionsin Chinais just a natural state in today.” said LUCA
深度下潜解决客户痛点
Solve customer pain points
面对空间巨大的市场，Luca坦言SCHMID要面对很多来自新项目，新需求的挑战。深入了解分析行业应用，积极打造更富优势的工程创新解决方案，为中国客户提供更好的服务体验是公司的坚持的重点之一。
Facing with the huge market space, Luca said SCHMID mustdeal with many new requirements from the new project or new challenges, gained insight into industry application, tries to build up a more advantage of engineering innovation solutions, provide better services for Chinese customers is one of the highlights of the persistence of the company.
例如为了顺应工业4.0和中国制造2025的发展,包括控制信息界面及信息层垂直集成在内的生产控制领域,客户往往更希望用一个工作站，一台电脑，一间办公室就能够支撑整个产线，这也是工业4.0带来的改变。
For example, around industrial 4.0 and made in China the field of the production control, including control information interface, and the information level vertical integration. Customers prefer to use one workstation, one computer, one office to support the whole production line, which is also the change industry 4.0 brought with.
SCHMID已经有了很多高科技的硬件系统，但是工业4.0更重视软件，为此，SCHMID一年前开发了一款名叫MFC物流控制器的工具，它通过一个集成的用户友好界面来显示所有生产状态，从而可以帮助客户实现生产线的多设备连接控制，让用户可以获取生产线的所有信息，最终对产线进行全面的掌控。Luca表示，这款软件能够让客户看到并控制产品的生命周期，让输送过程更平稳，质量也就相应提高了。“这样的投入对于生产商来说非常值得。”
SCHMID has many high-tech hardware system, but industry4.0 is more emphasis on the software, for that, SCHMID provides an integratedand user friendlyinterface displays all the conditions, Whichis a tool had developed a year ago, called MFC (Material Flow Controller), can help customers to achieve production line equipment connection control, able users toreceive all the information from the production line and conduct a comprehensive controland statistics. This software let the customer see and control the product life cycle, have more smoothertransporting process, and the quality is improved accordingly. “Such investment is worth for the manufactures." Luca said
当记者询问是否为软件建立了社区进行培训的时候，Luca表示该系统是完全为客户定制开发的，在产品销售的时候来对客户进行相关软件培训，目前还没有考虑建立一个软件社区来帮助客户了解，但是也有可能在未来建立一个类似的组织。
When IIANews reporter asked whether SCHMID build a community for software training, Luca said the system is customized for SCHMID’s customers, at the time of product sales the software training is organized for the customers, so there is no need to building a software related community, but it is also possible to set up a similar organization in the future.
据Luca介绍，SCHMID产品的精度重复性高达99%，并且具有灵活性高，低功耗，无激波，低维护，用户友好等特性。此外，用户也可以自定义系统，每个用户都进行自己独特的设计。这些特点无疑令SCHMID montrac®系统的应用领域更加宽广，除了工业和汽车制造这两大强势行业，塑料，电子，医疗，制药，半导体也是SCHMID的市场。除此之外，SCHMID已经在17个国家设有销售和服务机构，以便于帮助客户建设产线运送项目。所以对于国内不同行业客户的需求，SCHMID已经做好准备。
According to Luca, SCHMID products have already achieved high precision repeatability, approximately 99%, a high degree of flexibility, low power consumption, shock-free, low maintenance, and user addition to these, the users can also customize the systemsby themselves, every user can have its own design, it also can let the SCHMID montrac®system serves in more areasand industries, automotive industry is the strongest sector for SCHMID, but also plastic, electronics, medical, pharmaceutical, semiconductor. Moreover, SCHMID has built sales and service centers in 17 countries, helping customers to set up transport systems project in production ning the needs of domestic customers from different industries, SCHMID has been already prepared for different solutions.
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在中国市场追求更大的成功
Pursuing the greater success in the Chinese market
中国本身就是一个非常大的市场,Luca认为未来该市场对于工业自动化会更加重视，这样也就给SCHMID带来了很多机会。
China itself is a very big market, Luca guess the market will pay evenmore attention to the industry automation in the future, this also gives SCHMID a lot of opportunities.
“目前汽车工业、塑料、工业电子、内部物流等市场仍有改善的余地，这些行业中的产线输送系统还处在起步阶段。SCHMID可以无限次的精确连接a、b两点，借助montrac®运输系统，客户还可以快速地完成并优化组装。”
" In the automotive industry as well as the plastic, electronic and intralogistics one there is room for improvement, as the transportsystems in production lines in these industries are just at the initial stage. SCHMID can accuratethe connection between point a and point b limitlessly, customers also can quickly optimize their complete assemblythanks tomontrac®transport system."
在区域上看，除了华南市场，众多大型工业自动化公司以及汽车制造产业聚集的华东市场也是SCHMID加码的重点。从去年业务情况来看，SCHMID在中国取得的成绩非常乐观，公司连续三年实现了业绩增长，这在全球经济下滑的大环境显得尤为振奋。
Concerning the market regions, except for south China market, east China market are also focused by SCHMID, because many large industrial automation company and automobile manufacturing industry gathered there. In the business point of view, last year, SCHMID has got very optimistic achievements in China, the company has continued grow in last three years, and this is quiteexciting in the decline of the global economy environment.
另外记者也从展会这两天的展台观众流量看到，SCHMID已经越来越受到本地用户的关注。现在，SCHMID针对中国市场已经制订了专门的组织结构，并实现了销售部门的本土化，技术以及市场力量后续也将陆续跟进，相信未来在中国市场大有可为。
IIANews reporters also survey the visitors to the SCHMID booth in the past two days, SCHMID has already been got the recognition by the local customers more and more. Right now, SCHMID customizes a special organizational structure in the Chinese market for future development, localized the sales department,technologyand market forces will soon follow will have a brilliant future inthe Chinese market.
