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</style></head><body><p class="s1" style="padding-top: 3pt;padding-left: 155pt;text-indent: 0pt;text-align: center;">留慧焊接解决方 案 访谈 <span class="s2">Q&A</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s3" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">访谈结构</p><p style="text-indent: 0pt;text-align: left;"><br/></p><table style="border-collapse:collapse;margin-left:8.10182pt" cellspacing="0"><tr style="height:32pt"><td style="width:109pt;border-top-style:solid;border-top-width:2pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 4pt;padding-left: 34pt;text-indent: 0pt;text-align: left;">篇章</p></td><td style="width:196pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 4pt;padding-left: 69pt;padding-right: 73pt;text-indent: 0pt;text-align: center;">核心问题</p></td><td style="width:118pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s5" style="padding-top: 3pt;padding-left: 67pt;text-indent: 0pt;text-align: left;">目的</p></td></tr><tr style="height:32pt"><td style="width:109pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 5pt;padding-left: 28pt;text-indent: 0pt;text-align: left;">第—章</p></td><td style="width:196pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s6" style="padding-top: 5pt;padding-left: 64pt;text-indent: 0pt;text-align: left;">为什么做？</p></td><td style="width:118pt;border-top-style:solid;border-top-width:3pt"><p class="s4" style="padding-top: 5pt;padding-left: 57pt;text-indent: 0pt;text-align: left;">建立故事</p></td></tr><tr style="height:32pt"><td style="width:109pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 5pt;padding-left: 28pt;text-indent: 0pt;text-align: left;">第二章</p></td><td style="width:196pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 5pt;padding-right: 45pt;text-indent: 0pt;text-align: right;">到底解决什么问题<span style=" color: #4B4252;">？</span></p></td><td style="width:118pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 5pt;padding-left: 57pt;text-indent: 0pt;text-align: left;">建立需求</p></td></tr><tr style="height:32pt"><td style="width:109pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 5pt;padding-left: 28pt;text-indent: 0pt;text-align: left;">第三章</p></td><td style="width:196pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s6" style="padding-top: 5pt;padding-right: 46pt;text-indent: 0pt;text-align: right;">为什么你们能解决？</p></td><td style="width:118pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 5pt;padding-left: 57pt;text-indent: 0pt;text-align: left;">建立信任</p></td></tr><tr style="height:32pt"><td style="width:109pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 5pt;padding-left: 20pt;text-indent: 0pt;text-align: left;">第<span style=" color: #4B4252;">四</span>－六章</p></td><td style="width:196pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 5pt;padding-right: 46pt;text-indent: 0pt;text-align: right;">产品 到底 有什么不 <span style=" color: #4B4252;">同 ？</span></p></td><td style="width:118pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 5pt;padding-left: 57pt;text-indent: 0pt;text-align: left;">建立 <span style=" color: #4B4252;">认知</span></p></td></tr><tr style="height:32pt"><td style="width:109pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 5pt;padding-left: 20pt;text-indent: 0pt;text-align: left;">第七－ <span style=" color: #4B4252;">九 </span>章</p></td><td style="width:196pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 5pt;padding-right: 46pt;text-indent: 0pt;text-align: right;">客户 用了 <span style=" color: #4B4252;">以 </span>后怎么样 <span style=" color: #4B4252;">？</span></p></td><td style="width:118pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 5pt;padding-left: 57pt;text-indent: 0pt;text-align: left;">建立 <span style=" color: #4B4252;">价 </span>值</p></td></tr><tr style="height:33pt"><td style="width:109pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 5pt;padding-left: 28pt;text-indent: 0pt;text-align: left;">第十章</p></td><td style="width:196pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 5pt;padding-right: 45pt;text-indent: 0pt;text-align: right;">客户为什么愿怠买<span style=" color: #4B4252;">？</span></p></td><td style="width:118pt;border-top-style:solid;border-top-width:3pt;border-bottom-style:solid;border-bottom-width:3pt"><p class="s4" style="padding-top: 5pt;text-indent: 0pt;text-align: right;">建立商<span style=" color: #4B4252;">业</span>逻编</p></td></tr><tr style="height:18pt"><td style="width:109pt;border-top-style:solid;border-top-width:3pt"><p class="s4" style="padding-top: 4pt;padding-left: 22pt;text-indent: 0pt;line-height: 12pt;text-align: left;">第十—章</p></td><td style="width:196pt;border-top-style:solid;border-top-width:3pt"><p class="s4" style="padding-top: 4pt;padding-right: 45pt;text-indent: 0pt;line-height: 12pt;text-align: right;">产品未来怎么发展<span style=" color: #4B4252;">？</span></p></td><td style="width:118pt;border-top-style:solid;border-top-width:3pt"><p class="s4" style="padding-top: 4pt;text-indent: 0pt;line-height: 12pt;text-align: right;">建立想象空间</p></td></tr></table><p style="text-indent: 0pt;text-align: left;"><br/></p><p style="padding-left: 5pt;text-indent: 0pt;line-height: 1pt;text-align: left;"><span><img width="614" height="1" alt="image" src="智慧焊接解决方案%20%20访谈Q%26A_files/Image_001.png"/></span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s3" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">第一妾 <span class="s8">I </span>为什么要做这个产品？</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s9" style="padding-left: 8pt;text-indent: 0pt;line-height: 204%;text-align: left;">Q1<span class="s10">：</span><span class="s11">李诲士，你们为什么会想到做一个 智 耳焊接解决方案 ？当时是什么事情莫正触发了你</span><span class="s3">们？</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s12" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">A<span style=" color: #3B3142;">: </span><span class="s11">参考回 答</span><span class="s10">：</span></p><p class="s3" style="padding-top: 5pt;padding-left: 7pt;text-indent: 1pt;line-height: 211%;text-align: left;">其实一开始 <span style=" color: #4B4252;">， </span>我们并<span style=" color: #4B4252;">不</span>是奔若 <span style=" color: #4B4252;">做 </span><span style=" color: #130E16;">一 </span><span style=" color: #4B4252;">个焊</span>接盒子 去的。我们长期在<span style=" color: #4B4252;">做工业现场</span>的菩能<span style=" color: #4B4252;">化，也</span><span style=" color: #130E16;">一直</span><span style=" color: #3B3142;">在关注</span><span style=" color: #130E16;">一</span><span style=" color: #4B4252;">个</span><span style=" color: #310331;">间</span>题<span style=" color: #000;">：</span><span style=" color: #3B3142;">制适企业</span><span style=" color: #130E16;">莫</span><span style=" color: #3B3142;">正需要的菩能化，到底应该蟒决什么？后来我们深入到焊接</span><span style=" color: #130E16;">生产</span><span style=" color: #4B4252;">现场</span><span style=" color: #545667;">以</span>后<span style=" color: #4B4252;">，发现</span>了一<span style=" color: #4B4252;">个</span>非常具体的<span style=" color: #310331;">间</span>题<span style=" color: #000;">一 </span><span style=" color: #3B3142;">焊接保护气 这个</span><span style=" color: #310331;">问</span>题吾起来很<span style=" color: #4B4252;">小，但</span>实际上<span style=" color: #4B4252;">，</span>它每天都在<span style=" color: #3B3142;">发</span><span style=" color: #130E16;">生</span><span style=" color: #3B3142;">。很多企业知道</span><span style=" color: #130E16;">自己</span><span style=" color: #3B3142;">在用气，也知道气体是</span><span style=" color: #130E16;">生产</span><span style=" color: #3B3142;">成本，但</span><span style=" color: #130E16;">莫</span><span style=" color: #3B3142;">正做到精准测</span><span style=" color: #130E16;">量</span><span style=" color: #3B3142;">、精准控制，其实</span>并没有那么容易。有时候气流开大了<span style=" color: #4B4252;">，</span>企业<span style=" color: #4B4252;">不知</span>道到底<span style=" color: #4B4252;">浪</span>费了多<span style=" color: #545667;">少</span><span style=" color: #3B3142;">；焊接结束了，气体还在流，也</span><span style=" color: #4B4252;">不</span><span style=" color: #130E16;">一定能够</span><span style=" color: #3B3142;">及时发现． 我们当时就</span><span style=" color: #130E16;">意</span><span style=" color: #3B3142;">识到，如果能够把这</span><span style=" color: #000;">— </span><span style=" color: #3B3142;">讨去</span><span style=" color: #130E16;">吾</span><span style=" color: #4B4252;">不见</span>的东西莫正测<span style=" color: #4B4252;">出</span>来、控制 住<span style=" color: #4B4252;">，</span>其实就是 所<span style=" color: #545667;">以，</span>我们才开始<span style=" color: #4B4252;">做</span>菩慧焊接蟒<span style=" color: #4B4252;">决</span>方丢．</p><p style="padding-top: 3pt;padding-left: 8pt;text-indent: 0pt;text-align: left;"><span class="s18">Q2</span><span style=" color: #332A3A;">：</span>所<span style=" color: #332A3A;">以</span>，<span style=" color: #332A3A;">你们</span>真正看到<span style=" color: #332A3A;">的</span>，<span class="s18">T </span>足 个 气 体问题<span style=" color: #332A3A;">＇</span>，<span style=" color: #332A3A;">而</span>是<span style=" color: #332A3A;">剖</span>造现场的一个成本问题<span style=" color: #332A3A;">？</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s20" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">A<span style=" color: #332A3A;">: </span><span class="p">参考回 答</span><span class="s19">：</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s19" style="padding-left: 7pt;text-indent: 0pt;line-height: 202%;text-align: left;">对。 我们<span style=" color: #1C1621;">更</span>关注的 <span style=" color: #1C1621;">是</span><span style=" color: #4B4254;">，</span>企业<span style=" color: #1C1621;">每</span>天<span style=" color: #1C1621;">生</span>产过<span style=" color: #1C1621;">程</span>中<span style=" color: #4B4254;">，</span><span style=" color: #1C1621;">有</span>多<span style=" color: #595667;">少</span>成木贯文<span style=" color: #1C1621;">是 看 </span><span style=" color: #4B4254;">不</span>见<span style=" color: #595667;">＇ </span>的。焊 接气体 就<span style=" color: #1C1621;">是</span>其中<span style=" color: #4B4254;">玉 </span>良<span style=" color: #1C1621;">典</span>型的例 <span style=" color: #1C1621;">子</span>。<span style=" color: #080508;">一</span>台设<span style=" color: #1C1621;">备</span>可能<span style=" color: #4B4254;">混</span><span style=" color: #1C1621;">费</span><span style=" color: #4B4254;">不</span><span style=" color: #1C1621;">了</span>多<span style=" color: #595667;">少，</span>但<span class="s25">-----1--</span>工厂几十台、几 <span style=" color: #1C1621;">百 </span>台 设 <span style=" color: #1C1621;">备 </span><span style=" color: #4B4254;">， </span>长期 <span style=" color: #1C1621;">累 </span><span style=" color: #4B4254;">积 </span><span style=" color: #1C1621;">下 </span>来 <span style=" color: #4B4254;">，</span>就 <span style=" color: #1C1621;">是 </span>眨 际的成 本。所 <span style=" color: #595667;">以 </span>我们 <span style=" color: #1C1621;">希望 </span>做的 <span style=" color: #4B4254;">，不 </span>只 <span style=" color: #1C1621;">是 </span>帮 <span style=" color: #4B4254;">助 </span>企业 省 <span style=" color: #080508;">一 </span>点 气 <span style=" color: #595667;">＇ ， </span>而 <span style=" color: #1C1621;">是 </span>把这种隐性的 <span style=" color: #4B4254;">浪 </span><span style=" color: #1C1621;">费 </span>变成 可测 <span style=" color: #1C1621;">量 </span>、 可分 <span style=" color: #4B4254;">析 </span>、 可控制的 <span style=" color: #2D052A;">间 </span>题．</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p style="padding-left: 8pt;text-indent: 0pt;text-align: left;">第二 妾 <span class="s27">I </span>焊 接气体到底有什么痛点 <span style=" color: #332A3A;">？</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s19" style="padding-left: 8pt;text-indent: 0pt;text-align: left;"><span class="s18">Q </span><span class="s28">: </span>那 <span style=" color: #1C1621;">我 </span>们 <span style=" color: #1C1621;">具 体 </span>说说 <span style=" color: #1C1621;">，焊 接气体到底浪要在哪里 </span>？</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s20" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">A<span style=" color: #332A3A;">: </span><span class="p">参考回 答</span><span class="s19">：</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s19" style="padding-left: 7pt;text-indent: 0pt;line-height: 213%;text-align: left;"><span style=" color: #1C1621;">最</span>常见的 其<span style=" color: #1C1621;">实有</span>几<span style=" color: #4B4254;">个</span>方面。第 <span style=" color: #080508;">一</span><span style=" color: #4B4254;">，</span><span style=" color: #1C1621;">是</span>开气的时候开得 <span style=" color: #4B4254;">比</span>较大。很多焊 工<span style=" color: #1C1621;">是</span>凭经验 操作<span style=" color: #4B4254;">， </span>为<span style=" color: #1C1621;">了</span>保证焊 <span style=" color: #1C1621;">接</span>效果 <span style=" color: #4B4254;">，</span><span style=" color: #1C1621;">宁</span>愿把气体 流<span style=" color: #1C1621;">量</span>开大<span style=" color: #080508;">一</span>点。第 <span style=" color: #1C1621;">二</span><span style=" color: #4B4254;">，</span><span style=" color: #1C1621;">是</span>焊接结 束<span style=" color: #595667;">以</span>后<span style=" color: #4B4254;">，</span>气体没 <span style=" color: #1C1621;">有</span>及时<span style=" color: #1C1621;">停</span>止<span style=" color: #4B4254;">，</span>产<span style=" color: #1C1621;">生</span>额外<span style=" color: #4B4254;">消</span>耗． 第<span style=" color: #080508;">三</span><span style=" color: #4B4254;">，</span><span style=" color: #1C1621;">是</span>传统的流 <span style=" color: #1C1621;">量</span>测<span style=" color: #1C1621;">量</span>方式<span style=" color: #4B4254;">不</span><span style=" color: #080508;">一定足 </span>够精<span style=" color: #1C1621;">准</span><span style=" color: #4B4254;">，</span><span style=" color: #1C1621;">实</span>际流<span style=" color: #1C1621;">量</span>可能和工 <span style=" color: #1C1621;">艺</span>设<span style=" color: #1C1621;">定</span>存在偏<span style=" color: #1C1621;">差</span>。还 <span style=" color: #1C1621;">有一 </span><span style=" color: #4B4254;">忖 </span>团<span style=" color: #1C1621;">， 要</span>的<span style=" color: #2D052A;">间</span>题<span style=" color: #4B4254;">，</span>就<span style=" color: #1C1621;">是</span>温气 <span style=" color: #4B4254;">如</span><span style=" color: #1C1621;">果</span>设<span style=" color: #1C1621;">备</span>没<span style=" color: #1C1621;">有</span>工作<span style=" color: #4B4254;">，</span>但<span style=" color: #1C1621;">是管</span>路里面仍 <span style=" color: #4B4254;">然</span>存在气 流<span style=" color: #4B4254;">，</span>这种<span style=" color: #1C1621;">异</span>常<span style=" color: #1C1621;">情</span><span style=" color: #4B4254;">况</span>过<span style=" color: #1C1621;">去</span>其实很 难被及时发 <span style=" color: #4B4254;">现 </span>这些<span style=" color: #2D052A;">间</span>题<span style=" color: #1C1621;">单</span>独<span style=" color: #1C1621;">吾</span>都<span style=" color: #4B4254;">不</span><span style=" color: #1C1621;">算</span>特别大<span style=" color: #4B4254;">，</span>但放到<span style=" color: #1C1621;">整</span><span style=" color: #4B4254;">个</span><span style=" color: #1C1621;">生</span>产<span style=" color: #4B4254;">现</span>场<span style=" color: #4B4254;">，</span>就会<span style=" color: #4B4254;">形</span>成<span style=" color: #1C1621;">待</span>续性的成 本<span style=" color: #4B4254;">浪</span><span style=" color: #1C1621;">要</span>。</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p style="padding-left: 8pt;text-indent: 0pt;text-align: left;">第三章 <span class="s27">I </span>为什么以 前解<span style=" color: #332A3A;">决</span>不了<span style=" color: #332A3A;">？</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p style="padding-left: 8pt;text-indent: 0pt;text-align: left;"><span class="s18">Q</span><span class="s28">: </span>既<span style=" color: #332A3A;">然</span>这个问 题这么明 显，为什么以 前没有被 <span style=" color: #332A3A;">很</span>好地解<span style=" color: #332A3A;">决？ ？</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s20" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">A<span style=" color: #332A3A;">: </span><span class="p">参考回 答</span><span class="s19">：</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s19" style="padding-left: 7pt;text-indent: 0pt;line-height: 204%;text-align: justify;">因为焊<span style=" color: #1C1621;">接</span><span style=" color: #4B4254;">现</span>场其<span style=" color: #1C1621;">实</span><span style=" color: #4B4254;">比</span>我们想<span style=" color: #1C1621;">象</span>得<span style=" color: #1C1621;">复</span>杂。保 护气<span style=" color: #1C1621;">并</span><span style=" color: #4B4254;">不</span><span style=" color: #1C1621;">是</span>简<span style=" color: #1C1621;">单</span>地 开 <span style=" color: #595667;">＇ </span>或<span style=" color: #1C1621;">者 </span><span style=" color: #4B4254;">＇</span>关 。 <span style=" color: #4B4254;">不 </span>同焊 <span style=" color: #1C1621;">接</span><span style=" color: #4B4254;">状 </span>态、 <span style=" color: #4B4254;">不</span>同焊 <span style=" color: #1C1621;">接电 </span>流、 <span style=" color: #4B4254;">不 </span>同 工 <span style=" color: #1C1621;">艺 </span>条件 <span style=" color: #4B4254;">， </span>对 气体的需 <span style=" color: #4B4254;">求 </span>其 <span style=" color: #1C1621;">实是 </span><span style=" color: #4B4254;">不 </span><span style=" color: #080508;">一 </span>样的。过 <span style=" color: #1C1621;">去更 </span>多 <span style=" color: #1C1621;">是靠 </span><span style=" color: #4B4254;">人 </span>工经验 <span style=" color: #4B4254;">， </span>或 <span style=" color: #1C1621;">者 </span>设 <span style=" color: #1C1621;">巹一</span><span style=" color: #4B4254;">个</span><span style=" color: #2D052A;">固定 </span>流 <span style=" color: #1C1621;">量</span>。但 <span style=" color: #2D052A;">同 宇 </span>流 <span style=" color: #1C1621;">量有 </span><span class="s25">-----1--</span><span style=" color: #2D052A;">问 </span>题 <span style=" color: #080508;">： </span>设 <span style=" color: #1C1621;">备一重 </span>按照 而 <span style=" color: #1C1621;">实 </span>际焊 <span style=" color: #1C1621;">接 </span><span style=" color: #4B4254;">状 </span>态 <span style=" color: #1C1621;">是</span>在变 <span style=" color: #4B4254;">北 </span>的。所 <span style=" color: #595667;">以 </span>我们 <span style=" color: #1C1621;">莫 </span>正想 做的 <span style=" color: #1C1621;">是 </span><span style=" color: #4B4254;">，让 </span>气体供 应能够踉 <span style=" color: #1C1621;">若 </span>焊 <span style=" color: #1C1621;">接 </span><span style=" color: #4B4254;">状 </span>态变 <span style=" color: #4B4254;">化 也 </span>就 <span style=" color: #1C1621;">是 </span>我们 经常讲的 <span style=" color: #080508;">一 </span>句<span class="s29">话 </span><span class="s30">一 </span><span class="s31">” </span><span style=" color: #4B4254;">'</span>该大的时候大 <span style=" color: #4B4254;">， </span>该 <span style=" color: #4B4254;">小 </span>的时候 <span style=" color: #4B4254;">小 </span>。</p><p class="s32" style="padding-top: 3pt;padding-left: 8pt;text-indent: 0pt;text-align: left;">第四 妾 <span class="s33">I </span><span class="s34">智耳焊 接解决方 案到底是什么 </span><span class="s35">？</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s34" style="padding-left: 8pt;text-indent: 0pt;line-height: 204%;text-align: left;"><span class="s36">Q7 </span><span class="s37">: </span>那智耳焊 接解决方 案到底是什么？ 如果让我 用 <span style=" color: #08070A;">一 </span>句最简 单的话踉 一个企业老板解释 ，你会怎么说？</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s39" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">A<span style=" color: #362A3B;">: </span><span class="s34">参考回 答</span><span class="s35">：</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s35" style="padding-left: 7pt;text-indent: 0pt;line-height: 204%;text-align: justify;"><span style=" color: #524B5D;">如</span><span style=" color: #1C1823;">果</span>只<span style=" color: #1C1823;">用</span><span style=" color: #08070A;">一</span>句话<span style=" color: #524B5D;">， </span>我会<span style=" color: #3B4259;">说</span><span style=" color: #08070A;">一 </span><span style=" color: #1C1823;">它就是一个帮助企业把 焊接保护气测准 </span><span style=" color: #243152;">、</span><span style=" color: #1C1823;">控好</span><span style=" color: #243152;">、</span><span style=" color: #1C1823;">管起来的智综 设备</span>。过<span style=" color: #1C1823;">去是</span><span style=" color: #524B5D;">人</span><span style=" color: #1C1823;">凭</span>经验 控制气体 现在<span style=" color: #524B5D;">， </span>我们<span style=" color: #1C1823;">希望涌 </span>讨<span style=" color: #1C1823;">实</span><span style=" color: #243152;">时感知和 </span><span style=" color: #1C1823;">菩</span>能控制 <span style=" color: #524B5D;">， </span>让<span style=" color: #1C1823;">系</span>统帮助<span style=" color: #524B5D;">人</span>把气体 控制得<span style=" color: #1C1823;">更</span>加精<span style=" color: #1C1823;">准</span>．所<span style=" color: #524B5D;">以</span><span style=" color: #1C1823;">它</span>不<span style=" color: #1C1823;">是</span>简<span style=" color: #1C1823;">单</span>的<span class="s44">-----1--</span>流 <span style=" color: #1C1823;">量 </span>计 <span style=" color: #524B5D;">，也 </span>不 <span style=" color: #1C1823;">是单 </span>纯的 <span style=" color: #1C1823;">它莫 </span>正 <span style=" color: #1C1823;">蟒 </span>决的 <span style=" color: #1C1823;">是 </span>焊 <span style=" color: #1C1823;">接 </span>气体 <span style=" color: #524B5D;">从</span></p><p class="s35" style="padding-left: 15pt;text-indent: 0pt;line-height: 12pt;text-align: left;">测 <span style=" color: #1C1823;">量 </span>到 控 制 <span style=" color: #524B5D;">＇ ， </span><span style=" color: #1C1823;">再 </span>到 <span style=" color: #1C1823;">管 理 </span>的 <span style=" color: #280526;">间 </span>题。 <span style=" color: #524B5D;">"</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s32" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">第五妾 <span class="s33">I </span><span class="s34">产品到底有什么优势？</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s34" style="padding-left: 8pt;text-indent: 0pt;text-align: left;"><span class="s36">Q </span><span class="s37">: </span>如果客户问 你，你 <span style=" color: #362A3B;">们 </span>这个产品和传统的 <span style=" color: #362A3B;">温 </span>垦计相比 ，到底有什么区别？</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s39" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">A<span style=" color: #362A3B;">: </span><span class="s34">参考回 答</span><span class="s35">：</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s35" style="padding-left: 7pt;text-indent: 0pt;line-height: 211%;text-align: left;"><span style=" color: #1C1823;">最</span>大的区别 <span style=" color: #1C1823;">是 它</span>不<span style=" color: #1C1823;">是</span>只<span style=" color: #1C1823;">吉</span>诉<span style=" color: #524B5D;">你 </span>现 在流<span style=" color: #1C1823;">量是</span>多<span style=" color: #524B5D;">少＇</span>。传统 设<span style=" color: #1C1823;">备更</span>多<span style=" color: #1C1823;">蟒</span>决的 <span style=" color: #1C1823;">是</span>测<span style=" color: #1C1823;">量间</span>题。 而我们 <span style=" color: #1C1823;">希望蟒</span>决的 <span style=" color: #1C1823;">是 首</span>先<span style=" color: #524B5D;">，</span>知<span style=" color: #1C1823;">道</span>现在<span style=" color: #1C1823;">实</span><span style=" color: #243152;">际</span><span style=" color: #1C1823;">用了</span>多<span style=" color: #524B5D;">少</span>。 <span style=" color: #1C1823;">其</span><span style=" color: #524B5D;">次， </span><span style=" color: #1C1823;">结</span>合焊<span style=" color: #1C1823;">接</span><span style=" color: #524B5D;">状</span>态判断这 <span style=" color: #524B5D;">个</span>流<span style=" color: #1C1823;">量是</span>不<span style=" color: #1C1823;">是</span>合<span style=" color: #1C1823;">理</span>．<span style=" color: #524B5D;">” “</span>然<span style=" color: #1C1823;">后</span><span style=" color: #524B5D;">，</span>根<span style=" color: #1C1823;">据实</span><span style=" color: #243152;">际</span><span style=" color: #524B5D;">状</span>态进行 动态控 制。 <span style=" color: #1C1823;">最后</span><span style=" color: #524B5D;">， </span>把这 <span style=" color: #08070A;">＿</span>硕 <span style=" color: #1C1823;">据 </span>沉 淀 <span style=" color: #1C1823;">下 </span>来 <span style=" color: #524B5D;">， </span>让企业能够进 <span style=" color: #08070A;">一</span><span style=" color: #1C1823;">步 </span>分析和 <span style=" color: #1C1823;">管理 </span>。所 <span style=" color: #524B5D;">以 </span>简 <span style=" color: #1C1823;">单 </span>总 <span style=" color: #1C1823;">结 </span>就 <span style=" color: #1C1823;">是 </span><span style=" color: #08070A;">三 </span><span style=" color: #524B5D;">个 </span>词 <span style=" color: #08070A;">： </span><span style=" color: #1C1823;">测得 准 </span><span style=" color: #243152;">、 </span><span style=" color: #1C1823;">控得住 </span><span style=" color: #243152;">、 </span><span style=" color: #1C1823;">管得清 </span>。</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s34" style="padding-left: 8pt;text-indent: 0pt;text-align: left;"><span class="s32">第六 妾 </span><span class="s33">I </span>为什么要把 <span style=" color: #362A3B;">“ </span><span style=" color: #08070A;">电 </span><span style=" color: #362A3B;">流” </span>和 <span style=" color: #362A3B;">“ </span>气 <span style=" color: #362A3B;">流” </span>放在 <span style=" color: #08070A;">一 </span>起？</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s34" style="padding-left: 8pt;text-indent: 0pt;text-align: left;"><span class="s36">Q </span><span class="s37">: </span>你刚才 <span style=" color: #08070A;">一 </span>直提到焊接状 态和气流之问的关 系，为什么要把焊接 <span style=" color: #08070A;">电 </span><span style=" color: #362A3B;">流 </span>纳入进 来？</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s39" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">A<span style=" color: #362A3B;">: </span><span class="s34">参考回 答</span><span class="s35">：</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s35" style="padding-left: 7pt;text-indent: 0pt;line-height: 211%;text-align: justify;">因为焊<span style=" color: #1C1823;">接</span>过<span style=" color: #1C1823;">程</span>中<span style=" color: #524B5D;">，</span><span style=" color: #280526;">电</span>流本身就 <span style=" color: #1C1823;">是</span>反映焊 <span style=" color: #1C1823;">接</span><span style=" color: #524B5D;">状</span>态的<span style=" color: #1C1823;">重要参</span>数<span style=" color: #1C1823;">之</span><span style=" color: #08070A;">一</span>。不同的焊 <span style=" color: #1C1823;">接</span><span style=" color: #524B5D;">状</span>态<span style=" color: #524B5D;">，</span>对保护气体的 <span style=" color: #1C1823;">需</span>求<span style=" color: #1C1823;">并</span>不<span style=" color: #1C1823;">是完</span>全<span style=" color: #08070A;">一</span>样的。 <span style=" color: #524B5D;">如</span><span style=" color: #1C1823;">果</span>我们能够 <span style=" color: #1C1823;">实</span><span style=" color: #243152;">时感知焊 </span><span style=" color: #1C1823;">接电</span>流变<span style=" color: #524B5D;">化， </span>就能够 <span style=" color: #1C1823;">更</span>好地判断<span style=" color: #1C1823;">当前</span>焊<span style=" color: #1C1823;">接</span><span style=" color: #524B5D;">处</span><span style=" color: #1C1823;">千</span><span style=" color: #524B5D;">什</span>么<span style=" color: #524B5D;">状</span>态<span style=" color: #524B5D;">， </span><span style=" color: #1C1823;">再结</span>合气流 <span style=" color: #1C1823;">实</span><span style=" color: #243152;">际测</span><span style=" color: #1C1823;">量结果 </span><span style=" color: #524B5D;">，</span>对气体进行动态调节。所 <span style=" color: #524B5D;">以</span>我们不 <span style=" color: #1C1823;">是</span>简<span style=" color: #1C1823;">单</span>地设<span style=" color: #1C1823;">定 </span><span style=" color: #280526;">固定</span>的气体</p><p class="s46" style="padding-top: 2pt;padding-left: 8pt;text-indent: 0pt;line-height: 211%;text-align: left;">流<span style=" color: #1C1621;">量</span>。 而<span style=" color: #1C1621;">是希望 </span><span style=" color: #4B4254;">让</span><span style=" color: #1C1621;">气</span>体流<span style=" color: #1C1621;">量</span>和<span style=" color: #1C1621;">实</span>际<span style=" color: #1C1621;">焊接</span><span style=" color: #4B4254;">状</span>态<span style=" color: #4B4254;">形</span>成<span style=" color: #1C1621;">更</span><span style=" color: #4B4254;">加</span>合<span style=" color: #1C1621;">理</span>的匹 <span style=" color: #1C1621;">配</span>． <span style=" color: #1C1621;">最</span>终<span style=" color: #4B4254;">形</span>成 <span style=" color: #1C1621;">实</span><span style=" color: #23314F;">时控</span>制、<span style=" color: #1C1621;">实</span><span style=" color: #23314F;">时反馔的 </span><span style=" color: #341331;">闭</span><span style=" color: #4B4254;">环</span>．</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s49" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">第七妾 <span class="s50">I </span><span class="p">真正的 客户价值是什么 </span><span class="s46">？</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p style="padding-left: 8pt;text-indent: 0pt;line-height: 204%;text-align: left;"><span class="s18">Q</span><span class="s51">: </span>说到底，企业不会因 为你用了多少传感 器<span style=" color: #23314F;">、</span>多少算法就买单 <span style=" color: #342A3B;">。 </span>客户真正关心的 足 用了以后到底有什么变化<span style=" color: #342A3B;">。</span>你<span style=" color: #342A3B;">们</span>最核心的价值是什么<span style=" color: #342A3B;">？</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s52" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">A<span style=" color: #342A3B;">: </span><span class="p">参考回答</span><span class="s46">：</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s46" style="padding-top: 11pt;padding-left: 7pt;text-indent: 0pt;line-height: 210%;text-align: left;"><span style=" color: #1C1621;">完</span>全正确。企业 <span style=" color: #1C1621;">- </span>关<span style=" color: #4B4254;">心</span>的<span style=" color: #4B4254;">不</span><span style=" color: #1C1621;">是</span>技<span style=" color: #4B4254;">术</span><span style=" color: #1C1621;">有</span>多<span style=" color: #1C1621;">复</span>杂<span style=" color: #4B4254;">，</span>而<span style=" color: #1C1621;">是</span>能<span style=" color: #4B4254;">不</span>能创适价值。对 <span style=" color: #1C1621;">千菩慧</span>焊 <span style=" color: #1C1621;">接盒子</span>来<span style=" color: #4B4254;">说，</span>我 <span style=" color: #4B4254;">认</span>为<span style=" color: #1C1621;">最直接</span>的价值就<span style=" color: #1C1621;">是三</span><span style=" color: #4B4254;">个</span><span style=" color: #1C1621;">宁 降成本</span>。<span style=" color: #1C1621;">通</span>过精准测<span style=" color: #1C1621;">量</span><span style=" color: #4B4254;">，</span>我们可<span style=" color: #545669;">以</span>减<span style=" color: #545669;">少</span>因为测<span style=" color: #1C1621;">量</span>偏<span style=" color: #1C1621;">差</span>帝来的<span style=" color: #4B4254;">浪</span><span style=" color: #1C1621;">要</span>。<span style=" color: #1C1621;">通</span>过动态控制<span style=" color: #4B4254;">，让</span>气体<span style=" color: #4B4254;">供</span>应<span style=" color: #1C1621;">更</span><span style=" color: #4B4254;">加符</span>台<span style=" color: #1C1621;">实</span>际焊<span style=" color: #1C1621;">接</span>需求。<span style=" color: #1C1621;">通</span>过<span style=" color: #1C1621;">异</span>常沪别<span style=" color: #4B4254;">，</span>及时发<span style=" color: #4B4254;">现</span><span style=" color: #1C1621;">一</span>些漏气或<span style=" color: #1C1621;">者异</span>常<span style=" color: #1C1621;">用 </span>气<span style=" color: #1C1621;">情</span><span style=" color: #4B4254;">况 从</span>我们<span style=" color: #1C1621;">目</span>前的应<span style=" color: #1C1621;">用</span>测<span style=" color: #1C1621;">算</span>来<span style=" color: #1C1621;">看 </span>焊<span style=" color: #1C1621;">接</span>气体成本<span style=" color: #1C1621;">伺</span>戏棹低约 <span class="s53">3</span><span class="s55">0%</span>。<span style=" color: #1C1621;">其</span>中<span style=" color: #4B4254;">，</span>精准测<span style=" color: #1C1621;">量</span>平均可<span style=" color: #545669;">以</span></p><p class="s46" style="padding-left: 7pt;text-indent: 0pt;line-height: 210%;text-align: justify;">节<span style=" color: #1C1621;">省</span>约 <span class="s56">5</span><span class="s57">%</span><span style=" color: #4B4254;">，</span><span style=" color: #1C1621;">自</span>动控制平均节<span style=" color: #1C1621;">省</span>约 <span class="s56">15</span><span class="s57">%</span><span style=" color: #4B4254;">，</span>减<span style=" color: #545669;">少</span>漏气平均节<span style=" color: #1C1621;">省</span>约 <span class="s56">5</span><span class="s57">%</span>。<span style=" color: #1C1621;">当</span><span style=" color: #4B4254;">然，</span><span style=" color: #1C1621;">具</span>体效果会根<span style=" color: #1C1621;">据</span>企业设<span style=" color: #1C1621;">备</span>、工<span style=" color: #1C1621;">艺</span>、<span style=" color: #1C1621;">生</span>产节拍<span style=" color: #545669;">以</span>及<span style=" color: #4B4254;">现</span>场<span style=" color: #1C1621;">用</span>气<span style=" color: #1C1621;">情</span><span style=" color: #4B4254;">况</span><span style=" color: #1C1621;">有</span>所<span style=" color: #4B4254;">不</span>同。所<span style=" color: #545669;">以</span>我们<span style=" color: #1C1621;">更吾重</span>的<span style=" color: #1C1621;">是</span><span style=" color: #4B4254;">，</span><span style=" color: #1C1621;">它</span>能<span style=" color: #4B4254;">不</span>能<span style=" color: #1C1621;">莫</span>正进<span style=" color: #4B4254;">入</span>企业<span style=" color: #1C1621;">生</span>产<span style=" color: #4B4254;">现</span>场<span style=" color: #4B4254;">，</span><span style=" color: #1C1621;">并待</span>续产<span style=" color: #1C1621;">生</span>价值。</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s49" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">第<span style=" color: #342A3B;">八</span>妾 <span class="s50">I </span><span class="s52">30</span><span class="s46">％</span><span class="p">到底意味若什么</span><span class="s46">？</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s46" style="padding-left: 8pt;text-indent: 0pt;text-align: left;"><span class="s18">Q</span><span class="s51">: </span><span class="s52">30</span>％<span style=" color: #1C1621;">听起束足 个很大的数字</span>。对<span style=" color: #1C1621;">千企业来说，这个数字到底慈昧若什么</span>？</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s52" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">A<span style=" color: #342A3B;">: </span><span class="p">参考回答</span><span class="s46">：</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s46" style="padding-top: 10pt;padding-left: 7pt;text-indent: 1pt;line-height: 209%;text-align: left;">我们可<span style=" color: #545669;">以</span>简<span style=" color: #1C1621;">单算一笔</span><span style=" color: #4B4254;">账 如</span><span style=" color: #1C1621;">果一家</span>企业<span style=" color: #1C1621;">每</span>年焊<span style=" color: #1C1621;">接</span>保护气的成本<span style=" color: #1C1621;">是 </span><span class="s59">100 </span><span style=" color: #341331;">万元</span><span style=" color: #4B4254;">，</span>那么<span style=" color: #4B4254;">如</span><span style=" color: #1C1621;">果通</span>过<span style=" color: #4B4254;">现</span>场优<span style=" color: #4B4254;">化</span>能够降低<span style=" color: #1C1621;">其</span>中<span style=" color: #1C1621;">一</span>部分<span style=" color: #4B4254;">消</span>耗<span style=" color: #4B4254;">，</span><span style=" color: #23314F;">长期</span><span style=" color: #1C1621;">累</span><span style=" color: #4B4254;">积</span><span style=" color: #1C1621;">下</span>来就<span style=" color: #1C1621;">是非</span>常<span style=" color: #1C1621;">直接</span>的成本收<span style=" color: #1C1621;">益</span>。<span style=" color: #1C1621;">更重要</span>的<span style=" color: #1C1621;">是</span><span style=" color: #4B4254;">，</span>企业<span style=" color: #1C1621;">一旦</span>把这种<span style=" color: #1C1621;">用</span>气<span style=" color: #1C1621;">管理</span>方式<span style=" color: #1C1621;">津</span>寸起来<span style=" color: #4B4254;">，</span><span style=" color: #1C1621;">它并</span><span style=" color: #4B4254;">不</span><span style=" color: #1C1621;">是</span>只节<span style=" color: #1C1621;">省一</span><span style=" color: #4B4254;">次</span>。而<span style=" color: #1C1621;">是</span>可<span style=" color: #545669;">以</span><span style=" color: #1C1621;">待</span>袋<span style=" color: #1C1621;">运</span>行、<span style=" color: #1C1621;">待</span>续监测、 <span style=" color: #1C1621;">待</span>续优<span style=" color: #545669;">化</span>．<span style=" color: #545669;">”</span>所<span style=" color: #545669;">以</span>我们<span style=" color: #4B4254;">认</span>为<span style=" color: #4B4254;">，</span>这<span style=" color: #4B4254;">不</span><span style=" color: #1C1621;">是一</span><span style=" color: #4B4254;">次</span>性的 节 气<span style=" color: #545669;">＇ ，</span>而<span style=" color: #1C1621;">是一</span>种<span style=" color: #1C1621;">待</span>续性的降本能力。</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s49" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">第九妾 <span class="s60">I </span><span class="p">有没有真实客 户应用</span><span class="s46">？</span></p><p class="s63" style="padding-top: 3pt;padding-left: 8pt;text-indent: 0pt;text-align: left;"><span class="s61">Q</span><span class="s62">: </span>你们现在有没有页正进入令 <span class="s64">1V</span>牛产现场？ 哪些行业已经在 使用？</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s65" style="padding-top: 9pt;padding-left: 8pt;text-indent: 0pt;text-align: left;">A<span style=" color: #3A2D3D;">: </span><span class="s63">参考回 答</span><span class="s67">：</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s63" style="padding-top: 11pt;padding-left: 7pt;text-indent: 0pt;line-height: 211%;text-align: left;">有<span style=" color: #3A2D3D;">。 </span>我<span style=" color: #3A2D3D;">们</span>目前已经<span style=" color: #3A2D3D;">在</span>多<span style=" color: #494254;">个制</span>适<span style=" color: #3A2D3D;">行业</span>进<span style=" color: #3A2D3D;">行</span>了<span style=" color: #3A2D3D;">应</span>用<span style=" color: #3A2D3D;">。</span>包括摩配 <span style=" color: #3A2D3D;">及</span>整车<span style=" color: #3A2D3D;">、饭金加工、 </span>电气五<span style=" color: #3A2D3D;">金、 </span>家用电 器<span style=" color: #3A2D3D;">、</span><span style=" color: #565660;">机</span><span style=" color: #3A2D3D;">械制适</span>等<span style=" color: #3A2D3D;">。从 </span>我<span style=" color: #3A2D3D;">们</span>的实<span style=" color: #3A2D3D;">际应</span>用<span style=" color: #3A2D3D;">来</span>看 <span style=" color: #3A2D3D;">焊</span>接气体 <span style=" color: #3A2D3D;">这个</span><span style=" color: #310331;">问</span><span style=" color: #3A2D3D;">题</span>并<span style=" color: #494254;">不</span>是某一 <span style=" color: #494254;">忖 </span>于<span style=" color: #3A2D3D;">业独 </span>有的问 <span style=" color: #3A2D3D;">题。只 </span>要企 <span style=" color: #3A2D3D;">业 </span>存 <span style=" color: #3A2D3D;">在规模 </span><span style=" color: #565660;">化</span><span style=" color: #3A2D3D;">焊 </span>接生产 <span style=" color: #494254;">，就 </span>有 <span style=" color: #3A2D3D;">可能 </span>存 <span style=" color: #3A2D3D;">在 </span>用气 精<span style=" color: #3A2D3D;">细 </span><span style=" color: #565660;">化 </span>管理的需 <span style=" color: #3A2D3D;">求。所 </span><span style=" color: #565660;">以 </span>我<span style=" color: #3A2D3D;">们 现在 </span>更 <span style=" color: #3A2D3D;">关注 </span>的 <span style=" color: #494254;">， </span>是<span style=" color: #3A2D3D;">怎 么把 </span>这 <span style=" color: #494254;">个</span>产品 <span style=" color: #494254;">从 </span>单 <span style=" color: #494254;">个场 </span>景<span style=" color: #3A2D3D;">做 深， </span>再<span style=" color: #3A2D3D;">逐 </span>步复 <span style=" color: #3A2D3D;">制到 </span>更多 <span style=" color: #3A2D3D;">行业。</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s63" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">第十妾 <span class="s70">1 </span>客户为什么愿意 买？</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s63" style="padding-left: 7pt;text-indent: 0pt;line-height: 198%;text-align: left;"><span class="s61">Q </span><span class="s62">: </span>我觉得 工业产品有 一个特点 <span style=" color: #3A2D3D;">： </span>客户不是听你讲完就会买 <span style=" color: #3A2D3D;">。 </span>你们实际 接触令 <span class="s64">1V</span>的时候，他们最 大的 <span style=" color: #3A2D3D;">顾 </span>虑是什么？</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s65" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">A<span style=" color: #3A2D3D;">: </span><span class="s63">参考回 答</span><span class="s67">：</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s67" style="padding-top: 10pt;padding-left: 8pt;text-indent: 0pt;line-height: 202%;text-align: justify;">工业<span style=" color: #1F1826;">客</span>户<span style=" color: #1F1826;">其实非常理 </span>性。他不会因 为你讲 <span class="s66">A</span><span class="s71">l</span>、大数 <span style=" color: #1F1826;">据</span>就 <span style=" color: #1F1826;">买 </span>。他 <span style=" color: #1F1826;">首 </span>先会 <span style=" color: #310331;">间 三 </span><span style=" color: #494254;">个</span><span style=" color: #310331;">间 </span>题。 <span style=" color: #1F1826;">第一，你能不 能解决我的实际问题？第二，能不综茛正帮我省钱？第三，装到我的设备上以后，会不会影响生</span></p><p class="s63" style="padding-top: 1pt;padding-left: 7pt;text-indent: 0pt;line-height: 211%;text-align: justify;">产？<span style=" color: #3A2D3D;">所</span><span style=" color: #565660;">以</span>我<span style=" color: #3A2D3D;">们在推广</span>的<span style=" color: #233150;">时</span>候<span style=" color: #494254;">，不会只讲技术。</span>我<span style=" color: #3A2D3D;">们</span>更希望<span style=" color: #3A2D3D;">把</span>产品<span style=" color: #3A2D3D;">放到</span>莫实生产<span style=" color: #494254;">现场</span>去<span style=" color: #3A2D3D;">验</span>证<span style=" color: #3A2D3D;">。让</span>客<span style=" color: #3A2D3D;">户</span>吾<span style=" color: #3A2D3D;">到</span>它<span style=" color: #3A2D3D;">怎么工</span>作<span style=" color: #3A2D3D;">、怎么控制、怎么发现</span><span style=" color: #310331;">间</span><span style=" color: #3A2D3D;">题，</span><span style=" color: #565660;">以</span><span style=" color: #3A2D3D;">及</span>最<span style=" color: #3A2D3D;">终到底能产</span>生多<span style=" color: #565660;">少</span><span style=" color: #3A2D3D;">价</span>值<span style=" color: #3A2D3D;">。对工业</span>产品<span style=" color: #3A2D3D;">来说，现场效</span>杲<span style=" color: #3A2D3D;">本</span>身<span style=" color: #3A2D3D;">就</span>是最有<span style=" color: #494254;">说服力</span>的销告<span style=" color: #3A2D3D;">。</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s63" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">第十一妾 <span class="s70">1 </span>市场推广难不难？</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s61" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">Q <span style=" color: #3A2D3D;">: </span><span class="s63">从产 品 走向 市场，你觉得 最大的难点是什么？</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s65" style="padding-top: 9pt;padding-left: 8pt;text-indent: 0pt;text-align: left;">A<span style=" color: #3A2D3D;">: </span><span class="s63">参考回 答</span><span class="s67">：</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s63" style="padding-left: 7pt;text-indent: 0pt;line-height: 211%;text-align: justify;">最<span style=" color: #3A2D3D;">大</span>的<span style=" color: #3A2D3D;">难点， </span>其实<span style=" color: #494254;">不</span>是<span style=" color: #3A2D3D;">把</span>产品<span style=" color: #3A2D3D;">做出 来，而 </span>是<span style=" color: #494254;">让</span>客<span style=" color: #3A2D3D;">户</span>莫<span style=" color: #3A2D3D;">正相</span>信它<span style=" color: #3A2D3D;">。因 为制</span>适<span style=" color: #3A2D3D;">业</span>客<span style=" color: #3A2D3D;">户</span>的生 产<span style=" color: #3A2D3D;">线</span>是<span style=" color: #494254;">不允许你随 </span>便<span style=" color: #3A2D3D;">试</span>错的<span style=" color: #3A2D3D;">。 尤</span>其是<span style=" color: #3A2D3D;">焊</span>接<span style=" color: #494254;">， </span>最<span style=" color: #3A2D3D;">终关</span>系<span style=" color: #3A2D3D;">到</span>产品<span style=" color: #3A2D3D;">质</span>量<span style=" color: #3A2D3D;">。所</span><span style=" color: #565660;">以</span>我<span style=" color: #3A2D3D;">们</span>首<span style=" color: #3A2D3D;">先</span>要证明 <span style=" color: #494254;">，</span>它<span style=" color: #494254;">不会为</span>了<span style=" color: #3A2D3D;">节</span>气<span style=" color: #3A2D3D;">而</span>影<span style=" color: #3A2D3D;">响焊</span>接<span style=" color: #3A2D3D;">质</span>量<span style=" color: #3A2D3D;">。</span>第二 <span style=" color: #494254;">， </span>要证明 它确实<span style=" color: #3A2D3D;">能够</span>降低 气体<span style=" color: #3A2D3D;">消耗． </span>第三<span style=" color: #494254;">，</span>还要证明 它<span style=" color: #3A2D3D;">能够适应不同 </span>企<span style=" color: #3A2D3D;">业、不同 设</span></p><p class="s74" style="padding-top: 2pt;padding-left: 7pt;text-indent: 0pt;line-height: 211%;text-align: left;"><span style=" color: #1A1521;">备</span>、不同 <span style=" color: #1A1521;">生产</span>环<span style=" color: #1A1521;">境</span>。所<span style=" color: #544960;">以从</span>研发到产 <span style=" color: #1A1521;">品</span><span style=" color: #544960;">化， </span><span style=" color: #1A1521;">再</span>到现场验<span style=" color: #1A1521;">证</span><span style=" color: #544960;">， </span><span style=" color: #2A2334;">其实是 我们现在</span>做的<span style=" color: #1A1521;">莘情</span><span style=" color: #544960;">， </span>本质<span style=" color: #050826;">上</span>就<span style=" color: #1A1521;">是</span>不断把产 <span style=" color: #1A1521;">品</span><span style=" color: #544960;">从 </span>能 <span style=" color: #1A1521;">用</span><span style=" color: #544960;">＇ ，</span>做到 好 <span style=" color: #1A1521;">用</span><span style=" color: #544960;">＇ ， </span><span style=" color: #1A1521;">再</span>做到 <span style=" color: #1A1521;">真 </span>正产<span style=" color: #1A1521;">生</span>价值<span style=" color: #544960;">＇ </span>。</p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s78" style="padding-left: 8pt;text-indent: 0pt;text-align: left;">Q<span style=" color: #3D3141;">: </span><span class="s74">如</span><span class="s73">果三年以 后再坐在这里，你希望大家看到的智 耳焊接是什么样的？</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s80" style="padding-top: 10pt;padding-left: 8pt;text-indent: 0pt;text-align: left;">A<span style=" color: #3D3141;">: </span><span class="s73">参考回 答</span><span class="s74">：</span></p><p style="text-indent: 0pt;text-align: left;"><br/></p><p class="s74" style="padding-left: 7pt;text-indent: 0pt;line-height: 211%;text-align: justify;"><span style=" color: #2A2334;">我希望</span><span style=" color: #08080A;">三</span>年<span style=" color: #544960;">以</span><span style=" color: #2A2334;">后</span><span style=" color: #544960;">，</span><span style=" color: #1A1521;">它已经</span>不<span style=" color: #1A1521;">再</span>只<span style=" color: #1A1521;">是 </span>而<span style=" color: #1A1521;">是</span>很多制 适企业 <span style=" color: #1A1521;">生产</span>现场的 <span style=" color: #08080A;">一套基</span>础能力。 企业不<span style=" color: #1A1521;">用再去</span>纠<span style=" color: #1A1521;">结气体 </span>到底浪<span style=" color: #1A1521;">费</span>在哪里 <span style=" color: #544960;">， </span>而<span style=" color: #1A1521;">是系</span>统能够 <span style=" color: #1A1521;">吉</span>诉他哪里 <span style=" color: #1A1521;">有间 </span>题、为<span style=" color: #544960;">什</span>么<span style=" color: #1A1521;">有间 </span>题<span style=" color: #544960;">，以</span>及应该怎 么优<span style=" color: #544960;">化</span>． <span style=" color: #1A1521;">更进一 步</span><span style=" color: #544960;">， </span><span style=" color: #2A2334;">我希望我们能够把在焊接这 </span><span style=" color: #544960;">个</span>场<span style=" color: #1A1521;">景</span>积累的 经验和能力<span style=" color: #544960;">，</span><span style=" color: #1A1521;">复</span><span style=" color: #412128;">制到</span><span style=" color: #1A1521;">更多</span>工业场 <span style=" color: #1A1521;">景</span>。因为我们 <span style=" color: #1A1521;">最终想 </span>做的<span style=" color: #544960;">，</span>不只 <span style=" color: #1A1521;">是 而是</span>让<span style=" color: #1A1521;">菩能莫</span>正进<span style=" color: #544960;">入</span><span style=" color: #1A1521;">生产</span>现场<span style=" color: #544960;">，</span><span style=" color: #1A1521;">莫</span>正帮助制 适企业创适价值。</p></body></html>
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