吉泰科的各位同仁、潍柴的嘉宾们：
大家晚上好！
以往的年会致辞，我大多脱稿发言。今天我还是正式一点，写了下这个发言稿。我想借这个机会，就行业迭代、发展理念和市场机遇等大家关心的一些问题谈谈看法。
行业境遇冰火两重天
20多年前，我来到华为电气的时候，电力电子是个边缘的行业，主要是做通信设备配套电源。另外一个不起眼的业务是工控变频器，还曾被拿去挂牌出售，在深圳高交会上却无人问津。那是个属于信息化的时代。试想，当年清华的汽车系、电机系，浙大的电机系估计谈不上是热门的专业。然而，时光荏苒，随着如今新能源赛道的持续爆发，让电力电子和电机控制变得愈加重要，也让富豪榜上多是熟悉的身影。这是时代给我们的机遇，也是百年不遇的机遇。
但这只是宏观环境，具体到我们电机电控的从业者，却是境遇冰火两重天。在过去的新能源汽车市场的第一个8年里，几乎没有看到谁挖到金子，而面对的是血雨腥风般的市场竞争。电池还是太贵了！大巴靠政府补贴也引发了急功近利的“骗补”现象。乘用车市场虽由智能网联提供了更好的客户体验，获得了大幅增长，但是电机电控供应商们却低于成本价血拼。现如今，许多曾经熟悉的同行、竞争对手，或悄然不见踪迹，或持续亏损、步履维艰。2023年新能源乘用车在智能网联的助力下，市场渗透率大幅跃升到了30%以上，与之对应，物流车在过去的几年却发展缓慢，成本成了始终绕不开的坎。众多电机电控企业中，能穿越这8年成本倒挂周期并保持良好盈利状况的屈指可数。
以客户为中心驱动高质量发展
吉泰科一路走来，我们做对了些什么，让我们活了下来？
首先，我们选择时机进入了合适的细分市场，并找到了能互相赋能的合作伙伴，这是我们的活下来的第一个要素。
2007年，我在哈佛商学院听过管理学大师迈克尔·波特的课程，他讲到最好的竞争战略是避免竞争，创业公司要想存活，鉴别出适合的细分领域至关重要。
当我们鉴别出合适的细分市场后，2023年我们在重卡新能源市场占有35％以上的市场份额，工程机械市场占有45％以上的市场份额，中国市场的市场份额领先，高速电摩市场发货量超40万台，全球第一。
其次，合作伙伴与我们互相赋能、协同作战是我们过去几年里走向成功的另外一个要素。
在重卡领域，我们协同了有变速箱产品能力的头部系统集成商，优势互补、协同作战。电摩行业也找到了熟悉当地国情、有国际视野的当地合作伙伴，准确定位了东南亚这一目标市场，取得了长足的进步。
我们都知道，管理的终极目标是效率。在研发领域，IPD再好，没有提高研发效率，也是白费。我们不能搞形式大于实质，要实事求是，这就是我们的管理文化精髓。管理是化繁为简，不是画蛇添足。2023年吉泰科的资金周转效率提高了30天，这就是库存、计划、收付款账期管理的进步，也是管理效率提升的见证。
有人说玻璃的发明推动了人类文明的进步，我很认同。因为有了玻璃，就有了显微镜和望远镜，可以让我们对世界看得更深更透，看得更长远，从此人类的视野里有了电子跃迁，也有了星辰大海。
要看得深，看得透，就要求我们每个人沉下去，认真学习，精准了解各个细分领域的市场需求。同时我们要抬起头，看得长远，看到行业的发展的趋势，在变化中找到我们合适的切入时机。
我们还要有大视野。中国的新能源在全球领先，具有了巨大的产品技术势能。海外市场要走出去，要能吃得惯越南的米粉，喝得了冬阴功汤，更要有去尝尝印度咖喱的好奇心。海外市场光做好工控是不够的，我们要把设备卖到欧美去，把电摩卖到东南亚去，把新能源产品卖到全世界去。
当然，我们还有很大的提升空间，工控变频器市场仍在举步不前，我们也面临未来新能源领域客户的过于集中。这些都让我们要去思考，去探索，使得我们能够不断进步。
我们再三强调，以客户为中心是我们管理提升的最重要的驱动力。要回答谁是我们的客户？渠道不是我们的最终客户，成功的企业，都是以客户行业定制、应用方案作为他们的突破口。而做不好的企业都是用标准品撒到市场上去，甚至仅仅依赖渠道来推动销售，这是错误的。这就是没有以客户为中心的体现。
新能源行业客户集中，竞争将会越来越激烈，所以我们要把客户管理例行化，要打通与最终客户的技术、质量衔接，服务、供应衔接。如何服务好客户是我们未来的最大挑战和命题。
客户就是我们的导师、是裁判、是最高领导。客户满意是我们的宗旨，我们要在我们的组织结构图里边把客户置顶，要在我们的业务流程里面把客户放在最中心的位置上。
抓住市场机遇 继续遥遥领先
展望2024年，我们看到电池成本持续下降。一台重卡1度电900元，15万公里可以收回成本。如今电池成本已经相对五年前下降了80%，而且1度电也大有破500元的趋势。对于物流车这一运载工具及工程机械，用户都在讲性价比，如果电池下降了，谁会不用电动卡车呢？就像如今的滴滴司机，谁能不买电车去跑运营呢？新能源乘用车从100万台到900万台，用了四年时间，而今天的电动重卡市场渗透率是5%。我们相信，未来三年完全有可能到20%以上甚至30％，这就是我们的机遇。同时，由于电池成本的下降，终端客户应该能够盈利。我们不怕卷，但是我们也认为市场会有一定的良性回归。
新的一年，让我们下沉到我们每一个细分行业里，同时抬起头来，紧跟未来行业发展趋势。开阔视野，星辰大海。让管理出效率，化繁为简。客户满意是我们的宗旨，把以客户为中心作为我们公司进步的驱动力。把握百年不遇的新能源发展的机遇，持续成长，持续盈利，持续提高效率！继续在我们耕耘的细分领域遥遥领先。
在新的一年里，祝吉泰科的各位同仁身体健康，事业有成，愿所有花都为你绽放，愿所有好的机遇都来回报你的努力！过去的一年，我们总听到一个词叫遥遥领先，“瑶瑶”是谁我不认识，能为她取个新的名字吗？
让我们一起努力吧！谢谢！
A well-known bus manufacturer in China successfully secured an order of one hundred 18-meter hybrid electric buses recently from a Karachi company. GTAKE, as a premium supplier of electric vehicle (EV) motor controller, supplied integrated solutions of EV motor controllers for this batch of buses.
These buses, powered by GTAKE controllers, will be operated in Karachi, the largest city of Pakistan, which further adds GTAKE's global presence in the field of EV motor controllers.
Karachi, the economic center of Pakistan, is a metropolitan with a population of 20 million. With such a large population base, the issues of road congestion and citizen travel demand are becoming more and more prominent, and there is an urgent need to establish a comprehensive network for public transportation. Two BRT special lines, the orange line and the green line, came into being in Karachi under this circumstance.
BRT ( Bus Rapid Transit), as a new operating system, uses modern bus technology with intelligent traffic management, enabling the traditional bus transportation system basically to reach the level of service of rail transportation, while its investment and operating costs are lower than rail transit and close to conventional buses. With the previous in-depth survey, the customer decided to adopt hybrid system solution for the buses. Models G03 and G04 motor controllers are utilized in the system, according to the proposal presented by GTAKE. The core components of the two controllers are from leading companies, not only guaranteeing the performance,
but also providing quick dynamic response for the operation. GTAKE persists in providing high-quality products by virtue of optimal software system, as well as automotive grade components to ensure safe operation of the vehicle, and provide a comfortable bus travel experience for passengers.
Based on the terrain characteristics of Karachi, this batch of electric buses select to adopt lightweight solution. The controller developed by GTAKE has the advantage of high space utilization, playing a significant role in reducing the weight of the vehicle.
·G03 external dimensions: 488mm × 244mm × 110mm; weight: 13.5kg
·G04 external dimensions: 600mm × 300mm × 142.8mm; weight: 22kg
The GTAKE controllers are able to meet the climbing demand easily. Under the constant power mode, the output torque can be maintained to be stable and sufficient. Through an optimized torque control tactic, the vehicle can run on slopes smoothly and stop comfortably without sliding backward.
·G03 rated voltage: 540V; rated power: 132 kW; peak power: 198 kW
·G04 rated voltage: 540V; rated power: 200 kW; peak power: 300 kW
Energy saving and environmental protection are regarded as two important indexes for a hybrid electric vehicle. During low-speed or decelerating driving, the controller can automatically recognize the operating status of the vehicle, and shift to the mode of electric power supply for the vehicle in order to reduce exhaust emissions. The G03 controller is equipped with the mechanism of energy recycling. It stores regenerating energy dynamically, and monitors the battery capacity at all times, ensuring the vehicle is always in a balanced status and increase the mileage remarkably.
Bus, as a way of transportation to serve the public, is endowed with properties of frequent-use, and prone to go through complex city roads and weather conditions. The safety of the vehicle system, therefore, must be treated as the paramount criterion. The models G03 and G04 motor controllers in the bus are programmed with all-round protections, such as quick protection on short-circuit, overcurrent, overvoltage, over-temperature, overload, encoder disconnection, etc., also their IP grade meets the standard IP67.
These hybrid electric buses are expected to run in Karachi Orange & Green BRT pass in the near future, a beautiful landscape of the city. It will bring convenient travels to local citizens, and significantly contribute to the environmental protection as well. It is also believed it will provide reproducible experience to more cities in Pakistan to carry out the settlement of BRT.
