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工程机械在“一带一路”发展战略下的发展策略

连云港前沿重工机械有限公司 申建军

FORWARD GROUP组织机构

总部

Kazan, Russia

研发总部

Berlin, Germany

中国工厂

连云港, 中国

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中方管理团队67%

FORWARD GROUP

33%

股份比例

中国工厂的历史

工厂开始2011 - 2015

•开始为独联体国家和欧洲国家生产RX系列的水平定向钻机。初期产品以小型设备

为主。

多元化发展2015 - 2017

•为独联体国家和欧洲生产较大型的水平定向钻机

•开始进入亚洲，特别是东南亚市场。

•工厂开始自行研发产品，特别是适合东南亚国家的产品。

在东南亚市场获得了立足之地2017

•两年来，在印度尼西亚稳居市场龙头。

• 在马来西亚、印度的分公司已经开始开展业务。

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中国工厂的能力

每年100台各类钻机的生产能力。 建立了属于工厂的开发设计团队，并且有了非常出

色的表现。 建立了属于工厂的营销团队，海外运作良好。

非开挖施工工艺Horizontal directional drilling (HDD) is a controlled trenchless method of laying underground communications, based on the use of special Drill Rigs. This technology is used for the installation of everything from service connections to residences and buildings, to pipes and cables under roadways and rivers. This approach to drilling provides a great way of installing pipes and cables where conventional open cut methods are not permitted, practical, environmentally or economically viable.

By using trenchless methods we can save costs, lessen the environmental impact and ensure that the general publics and our operative’s exposure to potential hazards are significantly reduced.

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STEP 1

首先钻进一个小的导向孔，确定轨迹。

水平定向钻进施工方法

STEP 2

逐级扩孔，一般扩到要铺设管道直径的1.3-1.6倍。

水平定向钻进施工法

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STEP 3

使用钻机强大的拖拉力将要铺设的管道拉入扩好的微型隧道内并拉出。

Main Steps of HDD Project

Main Steps of HDD Project

1. Drill a pilot hole

2. Enlarge the hole

3. Pull a pipe

• Pipework can be installed either in straight lines or curved to avoid any obstacles

• Working area is confined to the points of entry and exit only causing less disruption and aiding

• No disruption to road, river or rail traffic and less impact on landscapes

• Short, medium or long lengths of pipe can be installed without the need for intermediate pits

• HDD equipment works from surface with no need for deep excavations

• HDD is a much quicker process and in many cases has lower overall costs due to fewer workmen required

• Can be used to install pipes in changeable ground conditions• Preservation of the natural landscape and ecological balance,

minimization of negative impact on living conditions of people in the work area

Advantages of HDD Technologycompared to Traditional Methods

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MINI (10 – 40 tones)

RX11×44, RX22×80, RX33×120, RX40×160

OS10, OS20, OS32, OS38

MIDI (50 – 100 tones)

RX50×200, RX60×280, RX75×400, RX100×450

OS50

MAXI (150 tones and more)

RX150×600, RX200×750

Individual order

Model Range of FORWARD HDD Rigs

FORWARD Main Components

Hydraulic pumps and valvesUSA, Italy

Hydraulic motorsUSA, France

DieselenginesGermany, Austria

Crawler hydraulic motorKorea

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前沿重工采取的海外市场策略

--尊重市场

-- 勤奋耕耘

--持之以恒

尊重市场

1. 尊重当地既有的市场环境；包括尊重竞争对手。

2. 仔细认真的调查市场，寻找切入点。

3. 充分利用中小企业优势，做好当地市场的个性化需求产品。

4. 积极融入当地文化，不要做格格不入者。

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勤奋耕耘

1. 当地要建立售后服务、配件供应等一系列配套。

2. 服务本地化。

3. 积极开展各种营销活动。

持之以恒

1. 要用长久的眼光和国际化的视野来考量当地市场。

2. 要能耐住寂寞。

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4S

-- Sales 整机销售

-- Spare Parts 配件供应

-- Service 大服务

-- Survey 市场调查及反馈

FORWARDFree training of drilling crew

Technical support on the first project

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FORWARD After-Sales Service

Repair works of HDD rigsSpare parts in stock

24-hour technical support service Diagnostic and repair works of HDD rigs A large warehouse of drill rigs, spare parts and

consumables in Indonesia Jakarta always in stock

Examples of completed objects on FORWARD HDD rigs

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Location: Amsterdam, Netherlands

Project details: 234 meters of the pilot drilling for the fiber-optic cable at a height of 4 m below sea levelTime of work: 13 hoursSoil type: sandy soil

FORWARD RX33×120 with a diesel engine EURO 3 (EU III)

Dates: 17-19 August 2014

Drilling in Amsterdam, Netherlands

Drilling in Weesp,Netherlands

Location: Weesp, Netherlands

Project details: 225 meters pilot drilling for dirty water supply Pipe diameter HDPE : 500mmTime of work: 3 daysSoil type: sandy soil

FORWARD RX33×120 with a diesel engine EURO 3 (EU III)

Dates: 11-14 November 2014

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FORWARD RX44×160

Construction of water supply pipeline for shopping mallPE pipe ø 315mmL = 568m

Construction of water supply system in Moscow

Project details: depth of boring -10m.The length of drilling: 140mt. Soil type: Medium soils

Location: Kurbağalıdere, TurkeyDates: December, 2014

Construction of underground passage in Kurbağalıdere

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Construction of gas pipeline near Istanbul, Turkey

Construction of gas pipeline, 8 crossings Date: March till April 2014steel pipe dia: ø36'' (900mm). Location: Near Istanbul and the Marmara Seasteel pipe thickness: 16mm. Soil type: clay, clay with sand, clay with stoneThe length of each crossing: 65 m.Time of work: 3 days for each crossing

FORWARD RX33×120

Construction of underground passages in Antalya, Turkey

Location: Antalya, Turkey

Project details: the depth of drilling 24mThe length of drilling 425mSoil type: clay

FORWARD RX33×120

Dates: 18-23 of August 2014

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FORWARD RX44×160

Construction of steel case for telecommunication cables ø108mmL = 700mSoil: sand

Crossing under Oka river

Construction of water pipeline2 crossings PE pipes diameter: 315mmLength of 1st crossing: 400mLength of 2nd crossing: 600m Time of work: 3 days

FORWARD RX44×160

Location: St. Petersburg Soil type: Clay, water-logged soilDates: April 2014

Construction of water pipeline in St. Petersburg

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Laying of pipeline in New Delhi, India

FORWARD RX22×80

HDPE pipes for electric service linesø 200mmGeneral length: 28 000m

Location: New DelhiType of soil: Hard, mixed soil

Laying of pipeline in New Delhi, India

FORWARD RX22×80

HDPE pipes for electric service linesø 25,4mm*8 pipesGeneral length: 350m

Location: New DelhiType of soil: Hard, mixed soil

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FORWARD RX33×120 Laying of fiberoptic cablein Netherlands

Date: 14-16 AugustLocation: Amsterdam suburban Type of soil: sand, water-logged soil

Pilot drillingThe length: 234mThe depth: 3,2mTime of work: 12 hours

Laying of water inlet pipe for Antalya Aquarium in TurkeyFORWARD RX33×120

Antalya aquarium – is a grand complex territory of 15 000 sq.m., which presents more than 10,000

fish and marine inhabitants, the world's longest panoramic

tunnel 131m long

Laying of water inlet pipe for Antalya Aquarium, crossing the highway in rocky soilø250mmL = 75m

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Construction of gas pipeline near Istanbul, Turkey

Construction of gas pipeline 8 crossingsSteel pipe thickness: 16mmSteel pipe diameter: ø36'(900mm) The length of each crossing: 65mTime of work: 3 days for each crossing

FORWARD RX33×120

Date: March till April 2014Location: Near Istanbul and the Marmara SeaSoil type: clay, clay with sand, clay with stone

FORWARD RX33×120 Construction of pipeline in Belek, Turkey

Date: June 2014Location: Belek glorıa sport arenaSoil type: sand, water-logged soil

PHDE pipe diameter: ø15,3/4 '(400mm) The length: 450mThe depth: 11mTime of work: 10 days

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Construction of oil pipeline in Kirov, Russia

Construction of oil pipeline throw the forest Steel pipe dia: 400 mm.Length: 312m.Time of work: 3 days

FORWARD RX33×120Location: Kirov, RussiaSoil type: ClayDates: August 2013

Connection of electrical substations in Moscow

Steel cases for high-voltage cables ø 3*225mmL = 285m

FORWARD RX33×120

Connection of 2 electrical substations (Novokuzminka and Gorky) in Moscow

The depth of bore hole: 17-22m

Type of soil: at a depth of 2 m – sandy and clay soil, at a depth of lower 2 m -

water- saturated sand and running soil

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Construction of water pipeline in Amsterdam, Netherlands

Location: Amsterdam, Netherlands

Project details: 1050meters of the pilot drilling for water supplyPipe diameter HDPE : 400mmSoil type: sandy soil

FORWARD RX33×120

Dates: 29 September-3 October 2014

Universiade sites in Kazan International Airport

Steel and PE cases and tubes. Sandy soil.ø720mm, 530mmL = 70 – 300m

FORWARD RX33×120FORWARD RX11×44

Location: Russia, Kazan city,Kazan International Airport

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Construction of water supply and sewerage systems in Kazan city

PE tubes for water supply and sewerageø 400mm, 315mm, 225mmL = 100 – 200m

FORWARD RX33×120FORWARD RX11×44

Location: Russia, Republic of Tatarstan, Kazan city

Soil type: Medium soil, loam clay

Construction of main oil pipelines in Tatarstan Republic, Russia

Steel cases and tubes for main oil pipelines ø 530mm, 325mm, 273mm, 219mmL = 100 – 300m

FORWARD RX33×120

Location: Russia, Republic of Tatarstan

Soil type: Medium soil, loam clay, waterlogged soil

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Construction of water pipeline in Sakhalin, Russia

Construction of water pipelinesteel case dia: 630 mm.PE pipes dia: 315mm.The length of laying steel case: 86 m.Time of work: 3 days for each crossing

FORWARD RX22×80

Location: Sakhalin, Russia Dates: July 2013Soil type: Hard rocky soils, water-saturated soil

Construction of underground passage in New Delhi, India

Location: New Delhi, India

Project details: HDPE Pipes. Diameter of pipes: 6 inchQuantity: 8 PipesDepth - 3.5 mSoil type: hard soils, mixed soils

FORWARD RX22×80

Dates: August 2014

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Crossing under Kama river

Construction of oil pipeline, steel pipeø219mmL = 600m

FORWARD RX44×160

Location: Russia, Perm city, Kama river gulfSoil: water- saturated sandTemperature: -27°С to -32°С

FORWARD RX44×160 Construction of oil pipeline in Moscow, Russia

Location: Moscow, RussiaSoil type: Sandy soil, loam clayDates: September 2016

Construction of oil pipeline PE pipes dia: 315 mm.Length: 315 mm.

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Telecommunication sites in Tatarstan Republic, Russia

PE cases for telecommunication cablesø 160mm, 110mm, 63mmL = 300m

FORWARD RX11×44

Location: Russia, Tatarstan Republic Soil type: Medium soil, loam clay, waterlogged soil

Project details: Laying 4 pipes with the dia – 70mm, Length of drilling – 200m.

FORWARD RX11×44

Location: Antalya, TurkeySoil type: Clay soilDates: April 2015

Construction of underground passage in Antalya, Turkey

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FORWARD RX77×400 Works in Indonesia

Project details: Laying steel 18 inch (457 mm) and 8 inch ( 203 mm) gas pipelines. Total length of boring 315 m.

Location: IndonesiaSoil type: RockDates: May, 2016

Project details: High-viscosity oil extraction drilling with the depth of more than 900 meters.

Location: AlmetievskSoil type: Frozen clay groundDates: autumn-spring 2015-16

Works in Almetievsk

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Construction of water-supply system in Istanbul, Turkey

FORWARD RX40×160

Location: Istanbul, TurkeySoil type: Rocky soil

Project details: Construction of water-supply system for drinking water: (PE) pipe, crossing, pipe diameter - 630 mm, pipeline length - 225 m, Depth - 6 m

Installation of electric cable in Istanbul, Turkey

FORWARD RX40×160

Location: Istanbul, TurkeySoil type: Rocky soil

Project details: Installation of electric cable, 3x110 (PE) pipes, crossing under the road, pipe diameter - 110 mm, pipeline length - 200 m,Depth is 8-9 m

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Construction of water supply and sewerage sites in

Moscow

FORWARD RX33×120

Location: Moscow city, RussiaSoil type: Clay, sand

Project details: Construction of 4 cases for water supply and sewerage for steel pipes with diameters ø530 mm, ø720 mm, ø800 mm, ø820 mm, length of crossing - 76 m

Works in rocky soils on the coast of the Mediterranean Sea

FORWARD RX11×44

Location: Antalya, TurkeyDate: December, 2014Soil type: Rocky soil

Project details: Pilot boring 70mt. HDPE pipes with dia 110mm

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Construction of water pipeline in Emmeloord, Netherlands

FORWARD RX33×120

Location: Emmeloord, Netherlands Soil type: Sand and clayProject details: Construction of water supply system. Distance - 280 m. Pipes 450 mm and 350 mm. Drilling work was finished in 3 days.

Construction in the new 3rd

airport in Istanbul, Turkey

FORWARD RX33×120

Location: Istanbul, TurkeyProject details: Construction of underground connections in the new airportDistance - 90 m. Pipes 6x90mm HDPE 3 pic.

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FORWARD Contact information