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走進天途航空的7年筑夢之旅

———專訪北方天途航空銷售總監張吉利
2015-12-01 15:47:12 來源：中國農機網 閱讀量：16596 評論

 　【中國農業機械網 人物專訪】2008年3月，受北京奧運委員會新聞中心委托進行奧運會火炬接力航拍及電視轉播;同年5月，被委托進行奧運火炬傳遞首站三亞站的航拍及飛行;2012年，被北京市昌平區科委評為科技研發中心······


       從一個初只有兩個人的公司，歷經7年的磨礪，一路走來，跌跌撞撞，幾經磨合，成就了如今的北方天途航空技術發展(北京)有限公司，在2015中國農業機械展會現場，記者采訪到了該銷售總監——張吉利，進一步了解了它的不平凡。
 

　　兩個人的公司 創業無所畏懼

　　北方天途航空技術發展(北京)有限公司自2008年創立以來，歷經7年風霜，目前為國家十一五、國家十二五、國家973項目提供無人機產品及系統集成，是國內首批PICC中國人民財產保險承保無人機單位。

　　走進天途航空的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“創業不成誓不罷休之心”與的伙伴咬緊牙關闖過了無數個創業難關，或許，正是因為這份創業者的無所畏懼之心，才讓他們有了今天的成就。
 

　　據張總透露，公司初做的是無人直升機，沒有涉及到植保這一塊，主要應用領域在航拍和警用，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業大學，進行了各種試驗，覺得效果不錯，才逐漸開始運用到農業領域中。
 

　　應用之初就遇到了阻礙，當時農民都還不太愿意接受它，覺得載藥量小或者是濃度比較高，擔心噴藥的效果。后來公司的研發團隊以及技術部門，進行了各種實驗，并且到農戶的家里去給他們免費噴藥、做測試，農民看到效果之后才慢慢接受。之后，公司開始在各省進行推廣，農業推廣站也會對他們的工作予以支持。“現在公司發展還是不錯的，尤其是植保這一塊。”張總笑著說。
 

　　雙GPS導航時代 開啟備用控制系統
 

　　據張總介紹，本次展會，天途航空主要帶了三款產品，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，他們的產品是配備雙子星，即具有雙GPS導航的功能，即使在失控的情況下也不用擔心，因為植保機會有一個備用的控制系統來接管。
 

　　植保機的機體采用的是快拆結構，全程從運輸箱當中拿出來，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，基本上可以實現400-500畝的工作量。
 

　　PICC無人機意外險 買得起飛機承擔得起維修成本

　　一般而言，用戶在選擇購買產品的時候往往會擔心其質量問題，對產品的售后服務也十分重視。
 

　　“其實，用戶還很關心維修的成本，很多人就擔心，買得起飛機而修不起。”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的無人機意外險，就是第三方的，飛機一旦失控，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品都會有這個保險。”
 

　　有了PICC無人機意外險，用戶再也不用擔心買得起飛機而付不起維修成本了。
 

　　權衡好質量與價格的天平 走出同質化競爭陷阱
 

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

　　“企業的發展離不開資金的運轉，在競爭當中，價格戰還是占據一定比例的，但是究其根本，企業的生存主要還是在于品質，我們必然會在保證品質的前提下盡量降低成本。”張總說。
 

　　除了資金的運作和產品質量的保證之外，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品，而且積極開展網絡推廣，同時將微信平臺充分利用起來。據了解，公司由于產品質量有保障，很多新客戶都是在老客戶的影響下，甚至形成新的用戶群，一起購買公司的產品。所以，產品質量是根本，沒有質量的產品猶如無根的樹，終究是站不住腳的。衷心地祝愿天途航空在未來的發展道路上越走越好。

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