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一、項目介紹

特變(bian)線纜(lan)，中(zhong)國(guo)(guo)重大裝備制(zhi)造(zao)業(ye)的核心(xin)骨干企(qi)業(ye)，企(qi)業(ye)技(ji)術中(zhong)心(xin)和(he)(he)博(bo)士后(hou)科研(yan)(yan)工(gong)作站(zhan)，擁(yong)有對外(wai)(wai)經(jing)濟技(ji)術合作經(jing)營權(quan)和(he)(he)國(guo)(guo)家外(wai)(wai)援項目建設資質(zhi)，同(tong)時(shi)，也是中(zhong)國(guo)(guo)重要(yao)的變(bian)壓(ya)器、電(dian)線電(dian)纜(lan)、高壓(ya)電(dian)子鋁箔新材(cai)料、太陽能(neng)核心(xin)控制(zhi)部件的研(yan)(yan)發、制(zhi)造(zao)和(he)(he)出(chu)口企(qi)業(ye)。

公司始終專(zhuan)注于“輸(shu)變(bian)(bian)(bian)電(dian)(dian)(dian)、新能(neng)(neng)源、新材(cai)料”，在(zai)輸(shu)變(bian)(bian)(bian)電(dian)(dian)(dian)產(chan)(chan)業方面(mian)，公司擁有變(bian)(bian)(bian)壓(ya)器、線纜(lan)兩大產(chan)(chan)業集(ji)團(tuan)。目(mu)(mu)前變(bian)(bian)(bian)壓(ya)器年生(sheng)(sheng)產(chan)(chan)能(neng)(neng)力達到(dao)8萬MVA；110kV級以(yi)上電(dian)(dian)(dian)線電(dian)(dian)(dian)纜(lan)年生(sheng)(sheng)產(chan)(chan)能(neng)(neng)力近25億元。在(zai)超高壓(ya)輸(shu)變(bian)(bian)(bian)電(dian)(dian)(dian)、直(zhi)流輸(shu)電(dian)(dian)(dian)、大型水電(dian)(dian)(dian)及(ji)核電(dian)(dian)(dian)關鍵輸(shu)變(bian)(bian)(bian)電(dian)(dian)(dian)設備研制方面(mian)達到(dao)世界水平，是國(guo)內擁有±220kV-±500kV自主(zhu)知識產(chan)(chan)權直(zhi)流換(huan)流變(bian)(bian)(bian)的(de)企業,能(neng)(neng)生(sheng)(sheng)產(chan)(chan)1000kV及(ji)以(yi)下(xia)特(te)高壓(ya)電(dian)(dian)(dian)力變(bian)(bian)(bian)壓(ya)器、750kV及(ji)以(yi)下(xia)電(dian)(dian)(dian)抗器，500kV及(ji)以(yi)下(xia)直(zhi)流換(huan)流變(bian)(bian)(bian)，220kV及(ji)以(yi)下(xia)鐵道(dao)牽(qian)引變(bian)(bian)(bian)、大型整流變(bian)(bian)(bian)等特(te)種變(bian)(bian)(bian)壓(ya)器產(chan)(chan)品。產(chan)(chan)品廣泛服(fu)務于全(quan)國(guo)31個(ge)省區(qu)的(de)電(dian)(dian)(dian)網(wang)電(dian)(dian)(dian)源建設及(ji)“三峽(xia)工(gong)(gong)(gong)程”、“西電(dian)(dian)(dian)東送”、“西氣(qi)東輸(shu)”、“電(dian)(dian)(dian)氣(qi)化鐵路(lu)”、“貴廣二回”、“龍灘水電(dian)(dian)(dian)站”、“神舟五號發射”等重(zhong)點(dian)工(gong)(gong)(gong)程和標(biao)志性工(gong)(gong)(gong)程，遠銷五大洲60個(ge)國(guo)家和地(di)區(qu)，服(fu)務于“美國(guo)西部電(dian)(dian)(dian)網(wang)改(gai)造工(gong)(gong)(gong)程”、“歐亞洲際電(dian)(dian)(dian)網(wang)改(gai)造工(gong)(gong)(gong)程”、“非(fei)洲、海灣成(cheng)套(tao)項目(mu)(mu)工(gong)(gong)(gong)程”等國(guo)際重(zhong)點(dian)項目(mu)(mu)當中。

二、主要問題

1、經營布局分散(san)，未能整合出效能

•國內(nei)(nei)在新(xin)疆、四(si)川德陽、山東魯能(neng)設有三(san)個廠，三(san)支隊伍，同時(shi)面向(xiang)國內(nei)(nei)外(wai)市(shi)場，市(shi)場經營(ying)比(bi)較混亂。

2、資源(yuan)充分，但(dan)產能利用不足(zu)

•TB電工背景、三大認(ren)證背書，但產(chan)能釋放嚴重不足

3、營銷競爭力不足，業績徘(pai)徊(huai)不前

•市場(chang)戰略(lve)不清(qing)晰，渠道布局混亂•大客戶和(he)大項目營銷能力不強•內部對(dui)市場(chang)和(he)銷售部門響應慢(man)

三、解決策略與思路

四、項目實施效果

1、通過(guo)實施咨詢項目(mu)，線纜(lan)業(ye)務收入實現年度增長50%以上；

2、特變電(dian)工在(zai)線纜業務(wu)的基(ji)礎(chu)上，建立了輸(shu)變電(dian)產業的統(tong)一(yi)營銷(xiao)信息(xi)系統(tong)，充分整(zheng)合(he)產業資源(yuan)，為集團大發展打下堅(jian)實基(ji)礎(chu)；

3、建立了(le)清(qing)晰的市(shi)場戰(zhan)略，理順了(le)營(ying)(ying)銷(xiao)渠道，提升(sheng)了(le)特(te)變電纜品牌影(ying)響力，大幅(fu)提升(sheng)了(le)企業營(ying)(ying)銷(xiao)競爭力和營(ying)(ying)銷(xiao)效率(lv)；

4、內部(bu)人(ren)員績效大幅提(ti)升(sheng)，工作(zuo)積極性增強；

5、拿(na)大項目(mu)銷售拿(na)單能(neng)力(li)大幅提高，包括國際大型項目(mu)（如(ru)哈薩克斯坦電網建設）屢有中標(biao)。