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日本川崎重工靠什么戰(zhàn)勝中國中車拿到紐約地鐵37億美元超級(jí)大單？據(jù)日本經(jīng)濟(jì)新聞報(bào)道：日本川崎重工1月25日正式宣布，獲得美國紐約地鐵大量車輛訂單。最多為1612節(jié)車輛，金額約37億美元，將是川崎重工接到的最大規(guī)模訂單。在鐵路車輛領(lǐng)域，海外企業(yè)通過重組成為巨大企業(yè)，其實(shí)力強(qiáng)大。川崎重工在規(guī)模上處于劣勢(shì)，但一直將目光對(duì)準(zhǔn)能發(fā)揮交貨期管理和質(zhì)量優(yōu)勢(shì)的北美市場(chǎng)。盡管全球最大企業(yè)中國中車（CRRC）也參與到本次的訂單競(jìng)爭(zhēng)之中，但川崎重工最終贏得訂單，顯示出自身的存在感。川崎重工在交貨期管理和質(zhì)量方面獲得高度評(píng)價(jià)（R160車型）紐約市公共交通局（NYCT）已向川崎重工的美國當(dāng)?shù)胤ㄈ薑awasakiRailCar非正式提出了新型車輛“R211”的訂貨。最初訂購535節(jié)，價(jià)格約為14億美元，將于2020～2023年交付。如果包括追加的期權(quán)協(xié)議在內(nèi)，則總數(shù)達(dá)到1612節(jié)，總金額增加至4000億日元。金額相當(dāng)于川崎重工鐵路車輛部門年銷售額（約1400億日元）的約3倍。贏得與中車和龐巴迪的競(jìng)爭(zhēng)川崎重工能夠接到訂單正是奉行“短小精悍”原則的結(jié)果。當(dāng)初，全球最大的中國中車和第4位的加拿大龐巴迪聯(lián)合投標(biāo)，與川崎重工展開競(jìng)爭(zhēng)。僅中車一家的年銷售額就逼近4萬億日元，據(jù)稱中車和龐巴迪在招標(biāo)中曾經(jīng)占優(yōu)勢(shì)。此外，中車還曾獲得美國波士頓的地鐵車輛訂單，一直以成本競(jìng)爭(zhēng)力為武器，在北美等海外市場(chǎng)加強(qiáng)攻勢(shì)。不過，紐約市公共交通局、及其上級(jí)紐約大都會(huì)交通管理局（MTA）重視技術(shù)實(shí)力和交貨期管理能力，2017年將訂貨候選企業(yè)鎖定為川崎重工。在其背后，紐約市公共交通局的意向明顯發(fā)揮了作用，該局希望迅速獲得高質(zhì)量新型車輛。在紐約，因地鐵車輛老化等導(dǎo)致的晚點(diǎn)和擁擠頻發(fā)。大都會(huì)交通管理局局長約瑟夫·勒霍塔表示，“開發(fā)劃時(shí)代的新型車輛是地鐵系統(tǒng)現(xiàn)代化所不可或缺的”，正在加速引進(jìn)加寬了車門、能縮短乘降時(shí)間的R211車型。在此背景下，大都會(huì)交通管理局將此前向龐巴迪訂購的R179車型交貨延誤超過2年視為問題。另一方面，“（川崎重工制造的現(xiàn)行車輛）R160和R188在紐約市公共交通局的車輛中可靠性最高”，大都會(huì)交通管理局的討論委員會(huì)一致同意向川崎重工訂貨。日式服務(wù)受好評(píng)川崎重工憑借令對(duì)手無法企及的存在感贏得了訂單，但這種勝利方程式并非一朝一夕就能形成。1994年的一個(gè)深夜，紐約239號(hào)街區(qū)車輛基地里，4名身穿牛仔褲的日本人正認(rèn)真檢查車身的LOGO。其中1人、負(fù)責(zé)現(xiàn)場(chǎng)領(lǐng)導(dǎo)的正是川崎重工現(xiàn)任社長金花芳則。當(dāng)時(shí)是爭(zhēng)奪新一代車輛訂單的關(guān)鍵時(shí)刻。在試驗(yàn)車輛運(yùn)行結(jié)束后，川崎重工逐一分析故障，制造出了故障少的車輛。反超競(jìng)爭(zhēng)對(duì)手龐巴迪，獲得了400節(jié)“R142A”車輛訂單。如今，紐約市公共交通局的地鐵車輛中約30％來自川崎重工，份額居首。對(duì)川崎重工而言，紐約已成為海外業(yè)務(wù)的根基。金花芳則表示，“周末出故障也能迅速應(yīng)對(duì)，川崎重工的日式服務(wù)一直受到好評(píng)”。北美與日本相同，與車輛企業(yè)相比線路運(yùn)營商的話語權(quán)更強(qiáng)。車輛廠商需要根據(jù)路線和具體運(yùn)營商等細(xì)致改變性能參數(shù)。與業(yè)務(wù)規(guī)模相比質(zhì)量和服務(wù)更重要，因此日式的產(chǎn)品制造能力容易起作用?！《鴼W洲是全球第2位的西門子和第3位的阿爾斯通的根據(jù)地，二者的鐵路車輛業(yè)務(wù)預(yù)定2018年合并。在歐洲，業(yè)務(wù)規(guī)模更容易直接提升訂單爭(zhēng)奪能力，與日美形成對(duì)照。單筆訂單規(guī)模接近歷史總和川崎重工自1985年以來向紐約市公共交通局交付了超過2200節(jié)車輛，而本次的單筆訂單就超過1600節(jié)，規(guī)模接近歷史總和，按交貨期完成制造和交付并非易事。川崎重工在美國的林肯工廠（位于內(nèi)布拉斯加州）和揚(yáng)克斯（Yonkers）工廠（紐約州）需要展開合作，建立符合要求的制造和服務(wù)體制不可或缺?！∫诖龢I(yè)務(wù)取得更大收益，將大量訂單轉(zhuǎn)化為新業(yè)務(wù)的創(chuàng)意十分重要。日本最大鐵路車輛企業(yè)日立制作所在英國獲得的高鐵訂單僅為866節(jié)，不過合同還包含長達(dá)27年半的維護(hù)業(yè)務(wù)，因此業(yè)務(wù)總額達(dá)到1萬億日元。日立的車輛在2017年已經(jīng)啟動(dòng)運(yùn)行?！〈ㄆ橹毓ご舜谓拥降挠唵我?guī)模超過1600節(jié)，非常巨大，但合同主要是老化車輛的更新需求。今后要擴(kuò)大業(yè)務(wù)，推動(dòng)車輛的運(yùn)營支援等實(shí)現(xiàn)商業(yè)化或?qū)⒊蔀檫x項(xiàng)。憑借川崎重工在紐約的較高車輛份額、車輛數(shù)據(jù)和此前的周到服務(wù)業(yè)績，有望獲得穩(wěn)定收益。川崎重工英文聲明原文：New York City Transit to Award Contract for New Generation Subway CarsTokyo, January 25, 2018 – Kawasaki Heavy Industries, Ltd. announced today that Kawasaki Rail Car, Inc. (KRC), its U.S. subsidiary based in Yonkers, New York, has received an order for 535 new generation subway cars, known as the R211 series, from the Metropolitan Transportation Authority’s (MTA) New York City Transit (NYCT*1). The order is worth approximately $1.4 billion dollars (158 billion Japanese yen).Kawasaki will manufacture the R211 subway cars at its facilities in Lincoln, Nebraska (Kawasaki Motors Manufacturing Corp., USA) and Yonkers, New York. The state of the art Lincoln Nebraska facility, established in 2001, will manufacture the car body structure and install interior equipment, while final assembly and function testing will be performed at the Lincoln Facility and the Yonkers Facility, established in 1989, in Yonkers, New York. The cars are scheduled to be delivered to NYCT from 2020 through 2023.In addition to the base order of 535 cars, the contract includes options for up to 1,077 cars that NYCT may exercise bringing the total number of the cars to 1,612, with a total contract value of approximately $3.7 billion dollars (403 billion Japanese yen). In the event all options are exercised, the R211 contract would be the largest rail contract ever awarded to Kawasaki, enabling Kawasaki to keep its US production line in operation up until the year 2025.Kawasaki has successfully delivered over 2,200 cars to the NYCT since receiving its initial order in 1982 for the R62 subway cars. The R211 subway cars is scheduled to replace the authority’s fleet of R46 cars.The R211 cars are being introduced as a part of NYCT’s efforts to modernize and improve reliability and service to NYCT’s customers. The cars will be equipped with LED lighting, digital displays and wider doors, enabling passengers to enter and exit the trains more smoothly, thus reducing the time trains sit at the station. Twenty (20) cars of the initial contract will feature an open gangway design, to allow passengers to move freely between cars to reduce crowding by expanding capacity and distributing passenger loads more evenly throughout the train.Kawasaki has gained credibility through its past project performance, high technology and vehicle reliability, which all contributed to the successful award of the R211 contract.The R211 contract will continue Kawasaki’s business in the United States into the future in combination with the Series 7000 subway cars for Washington Metropolitan Area Transit Authority, M-9 cars for the Long Island Rail Road and the M-8 cars for the Metro-North Commuter Railroad.Kawasaki will continue to build its credibility with its technological expertise by providing environmentally friendly modes of transportation to the United States and markets around the world.End
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華東華南地區(qū)
