衡开智能：练好“金刚钻” 迈向全球拓展新征程

对于出海，长沙衡开智能科技有限公司有多渴望？从它近期提出的一个目标或可看出一二：2027年，即公司成立的第10年，公司营收突破10亿元，海外市场份额从12%提高至50%。

How eager is Changsha Hengkai Intelligent Technology Co., Ltd. to expand overseas? One can get a glimpse of it from a recent goal the company set: In 2027, which will be the 10th year since the company was established, the company aims to make its revenue exceed 1 billion yuan, and increase the overseas market share from 12% to 50%.

是什么样的底气，让这样一家年轻的公司，对海外市场拓展如此信心十足？让我们跟随记者来到位于望城经开区的衡开智能产业园一探究竟。

What gives such a young company the confidence to be so assured in expanding overseas? Let's follow the reporter to the Hengkai Intelligent Industrial Park located in Wangcheng Economic Development Zone to find out.

练好“金刚钻”，凭产品质量撬市场

Polish "Diamond Drill" and Open Market with Product Quality

衡开智能成立时间不长，成长速度几乎可以用“火箭式上升”来形容。

Hengkai Intelligent has not been established for a long time, but its growth rate can almost be described as "rocket-like growth".

2022年，衡开智能成立的第5年，跻身工信部专精特新重点“小巨人”企业之列，成为中小企业中的佼佼者。当年，国家级专精特新“小巨人”企业将近9000家，重点“小巨人”企业有546家，比例仅为6%。

In 2022, the fifth year since Hengkai Intelligent was established, it ranked among the national-level specialized, refined, differentiated, and innovative (SRDI) key "Little Giant" enterprises designated by the Ministry of Industry and Information Technology, becoming an outstanding player among small and medium-sized enterprises. In that year, there were nearly 9,000 specialized, refined, differentiated, and innovative (SRDI) "Little Giant" enterprises, and 546 key "Little Giant" enterprises, accounting for only 6% of the total.

这一年，衡开智能刚刚结束租赁厂房生产的日子，搬迁至2万多平方米的全新产业园。

In this year, Hengkai Intelligent had just ended the days of production in leased factories and relocated to a brand-new industrial park covering an area of more than 20,000 square meters.

面积不大，雄心不小。“衡开智能的出海要比这一时间早一些。”聊起出海，衡开智能董事长邹湘衡打开了话匣子。2018年，企业开始与一家印尼客户洽谈，后来由于一些原因，这笔业务搁置了整整3年，直到2021年才正式签约、交付，这是他们直接做成的第一笔海外业务。

Although the area is not large, its ambition is great. "Hengkai Intelligent's expansion overseas started a bit earlier than this time," said Zou Xiangheng, the chairman of Hengkai Intelligent, as he opened up about the company's overseas business. In 2018, the enterprise began to negotiate with a customer from Indonesia. Later, due to some reasons, this business was put on hold for three years. It was not until 2021 that the formal contract was signed and the product was delivered. This was their first directly completed overseas business.

“说到公司的出海故事，一定要先了解一下我们的拳头产品——智能化精密层绕机器人。”站在车间里，邹湘衡向记者介绍起公司的金属线材智能设备。

"When it comes to the company's overseas expansion story, we must first have an understanding of our core product - the intelligent precision layer winding robot," said Zou Xiangheng, introducing the company's intelligent metal wire equipment to the reporter while standing in the workshop.

智能化精密层绕机器人是一款专为焊丝企业生产提供服务的专用设备。此前，国内焊丝生产线基本都靠人工，人力成本高，生产效率低；而衡开智能“精密层绕机器人”的出现，使得焊丝生产实现金属焊丝线材的上盘、穿丝、精密层绕、停机、剪断、折弯、固定、下盘的全智能化工作。

The intelligent precision layer winding robot is a special equipment specifically designed to provide services for the production of welding wire enterprises. Previously, most of the domestic welding wire production lines relied on manual labor, resulting in high labor costs and low production efficiency. However, the emergence of the "precision layer winding robot" developed by Hengkai Intelligence has enabled the full intelligent operation of the entire process of welding wire production, including loading the metal welding wire onto the coil, threading, precision layer winding, stopping the machine, cutting, bending, fixing, and unloading the coil.

“这一项目是我们独立自主研发，投入了大量精力，经过不断测试改进，终于在2020年实现量产，技术达到国际领先水平，拥有近百项授权专利，去年被评为湖南省制造业单项冠军产品。”邹湘衡说。

"This project was independently developed by us. We have invested a great deal of effort and, through continuous testing and improvement, finally achieved mass production in 2020. Our technology has reached the international leading level, and we have nearly a hundred authorized patents. Last year, this product was rated as a single champion product in the manufacturing industry of Hunan Province," said Zou Xiangheng.

焊丝生产设备虽然是个“小众产业”，但市场很广阔，尤其是海外市场需求量大。“产品是不是真的好，我们要到欧美市场与海外产品比一比。”邹湘衡说。

Although the welding wire production equipment industry is a "niche industry," the market is vast, especially with a high demand in overseas markets. "To determine whether our product is truly good, we need to compare it with overseas products in the European and American markets," said Zou Xiangheng.

一个年轻的中小企业，要去海外闯一闯，如何寻找突破口？

For a young small and medium-sized enterprise aiming to make a breakthrough in overseas markets, how can it find a breakthrough point?

“一开始，我们盯紧国际行业龙头。”衡开智能海外市场销售部门负责人邹湘江告诉记者，经过不懈努力，企业与总部位于韩国的跨国公司建立了良好的合作关系，今年12月将有数十台设备发往韩国。而该跨国公司在越南、印度等建有生产基地，随着合作深入，衡开智能以后也将为这些基地提供成套设备解决方案，为企业拓展海外市场起到了事半功倍的作用。

"At the beginning, we focused closely on the international industry leaders," Zou Xiangjiang, the person in charge of the overseas market sales department of Hengkai Intelligence, told the reporter. Through unremitting efforts, the enterprise has established a good cooperative relationship with a multinational company headquartered in South Korea. Dozens of sets of equipment will be shipped to South Korea in December this year. Moreover, this multinational company has production bases in Vietnam, India, and other places. With the deepening of the cooperation, Hengkai Intelligence will also provide complete equipment solutions for these bases in the future, which will play a multiplier effect in expanding the enterprise's overseas market.

不打价格战 靠经营理念赢“芳心”

No Price Wars, Winning "Favor" with Business Philosophy

与国外同行相比，衡开智能产品不但在智能化等方面更胜一筹，价格上也有明显的优势。

Compared with foreign counterparts, the products of Hengkai Intelligence not only have an edge in terms of intelligence but also have obvious price advantages.

“但我们从来不打价格战。”长年与海外客户打交道的邹湘江坦言，相比产品的低价格，海外客户更看重、更认同的是企业的经营理念。

"But we never engage in price wars." Zou Xiangjiang, who has been dealing with overseas customers for years, frankly stated that overseas customers value and recognize a company's business philosophy more than the low price of its products.

不久前，越南一家客户慕名组团来到衡开智能产业园。

Not long ago, a group of customers from Vietnam came to the Hengkai Intelligence Industrial Park out of admiration.

“一次就来了13人，由公司负责人带队，包括公司的销售、技术人员等。”邹湘江介绍，这批越南客人到长沙后，考察得很仔细，从企业生产车间到公司环境，甚至员工食堂也要参观，不仅看现场，还提出很多问题，这些问题既有技术方面的，也有涉及员工生产作业、管理体系标准等。

"Thirteen people came all at once, led by the company's head, including sales staff and technicians of the company," Zou Xiangjiang introduced. After arriving in Changsha, these Vietnamese guests conducted a very careful inspection. They visited everything from the enterprise's production workshop to the company's environment, and even the staff canteen. They not only observed on-site but also raised a lot of questions, covering both technical aspects and issues related to employees' production operations and management system standards.

经过一番考察和交流，最后，越南客户现场签下合同，由衡开智能为他们新建基地进行整体设计，并提供订制化设备。目前这批设备正在紧张设计、生产中。

After a series of inspections and exchanges, in the end, the Vietnamese customers signed a contract on the spot, entrusting Hengkai Intelligence to conduct the overall design for their newly built base and provide customized equipment. Currently, this batch of equipment is being intensively designed and produced.

近年来，衡开智能的产品在海外越来越吃香，海外客户数量稳步增长，目前已有来自印尼、马来西亚、越南、印度、韩国以及中亚等多个国家和地区客户的订单。

In recent years, the products of Hengkai Intelligence have become increasingly popular overseas, and the number of overseas customers has been steadily increasing. Currently, there are orders from customers in many countries and regions such as Indonesia, Malaysia, Vietnam, India, South Korea, and Central Asia.

虽然海外销售增速快，但对于运营只有几年的衡开智能来说，海外市场开拓还处于起步阶段，当前海外市场的业务占比在12%左右，“三年后，我们总销售目标是10亿元，其中海外市场有望达到50%左右。”邹湘江信心满满地表示。

Although the growth rate of overseas sales is rapid, for Hengkai Intelligence, which has only been in operation for a few years, the exploration of overseas markets is still in its initial stage. Currently, the business from overseas markets accounts for about 12%. "In three years, our total sales target is one billion yuan, and the overseas market is expected to account for about 50% of it," Zou Xiangjiang said confidently.