TGW物流集团是提供高动态自动化物流解决方案的世界领先供应商。2013年，TGW进入中国，TGW中国不仅是一支经验丰富的物流专家团队，更是一支年轻有朝气的团队。基于全球的共享资源，TGW中国区积累了为不同行业提供高速分拣/料箱自动化存储解决方案的宝贵经验，不断为客户提供卓越高效的服务。在日前举办的2016 CeMAT ASIA 展会上，Soo56采访了特格威贸易（上海）有限公司全球销售负责人Christoph Wolkerstorfer先生。

以下为采访视频： 

（图左:特约主持人杨广君，图右:特格威贸易（上海）有限公司 全球销售负责人Christoph Wolkerstorfer）

以下为采访实录（内容经过整理部分有删减）：

【Soo56】您好，Wolkerstorfer先生。欢迎您来参加CeMAT亚洲国际物流展，并接受我们的这次访谈。近年来物流业的发展之迅速有目共睹，您能谈谈物流技术的未来趋势么？尤其是从全球视野来看。

Wolkerstorfer：内部物流的全球趋势来自电子商务的繁荣，电子商务真正改变了内部物流，我们的客户设计了供应链，他们认为在系统上卖点是货到人系统的趋势。越来越多的货到人系统。由于每个订单的品规和数量减少，所以我们必须减少拣选的人力，这推动了货到人系统的发展。货到人系统包括子系统如输送机，穿梭车和箱式堆垛机。我们将这些子系统和智能软件相结合，使所有的系统真正高效运作。作为全球物流集成商，这也正是我们跟随的大趋势，这种趋势在中国越来越盛行。

【Soo56】：为了迎接物流系统运营的趋势和挑战。对于TGW而言，为市场提供了哪些创新的解决方案呢，是否可以跟我们谈谈？

Wolkerstorfer：过去几年TGW有很多创新的物流解决方案，也许适合中国市场和客户的是我们新一代的KingDrive输送机系统。您也许认为输送机系统很简单，中国也已经有很多输送机制造商，但我们带来了真正新的技术，为客户提供了更经济高效的输送机系统。我们采用了机电滚筒技术，无变速箱，减少了备件和能耗。所以该输送机系统的总体拥有成本比传统的输送机系统缩减了50%。这只是一个例子，TGW始终致力于从客户的角度出发，让客户的投资更明智。

【Soo56】：TGW具有传统的竞争力，技术实力和创新的解决方案，当您提供这些解决方案时，您认为中国的市场如何?

Wolkerstorfer：此刻必须要实事求是，放眼全球，欧洲市场是自动化系统最大的市场，其次是北美，接着是中国。对于自动化系统市场，中国的自动化程度是目前欧洲体量的1/10，它毋庸置疑是TGW的潜在市场。此刻，我们看到很多输送机分拣系统和典型的人到货系统，基于输送机, 这是常见的解决方案。我们已经见证了TGW成功在中国市场安装并应用的箱式堆垛机货到人系统，在不久的未来，我们会为中国市场提供穿梭车系统。

【Soo56】： TGW成立于1969年，是物流系统集成商，历史悠久。您为客户提供很多小但复杂的解决方案。为了确保这些项目取得成功，TGW有没有什么值得分享的技术或者经验呢？

Wolkerstorfer：销售阶段就是一个项目成功的开始。理解客户的需求是关键。只有完全准确地理解客户的需求，我们才能提供量身定制的解决方案。此外，我们提供

精准的解决方案。在项目规划初期，销售工程师团队结合客户的实际业务进行数据分析，与客户一起进行概念设计，这对我们来说至关重要。一支本地化的团队才能真正地贴近客户，所以TGW的理念是：在中国各地区建立强大的管理团队，在销售阶段和项目实施阶段始终与客户密切合作。我们总是强调如果团队不能与客户和供应商密切合作，最终项目不会成功。所以从销售阶段开始到移交系统阶段，我们密切合作努力的方向一致，是关键所在。中国本地的团队拥有欧洲团队的强有力的支持，知识的分享和员工的培训很重要，中国员工到欧洲参加培训，学习物流系统和设备的相关知识。这是我们获取成功的核心因素。

【Soo56】：您刚刚提到TGW对中国市场很感兴趣，TGW成立于1969年，提供小规模但复杂的项目。您怎样确保这些复杂的项目获取成功？

Wolkerstorfer：我们都知道我们必须与很多合作伙伴打交道，以确保项目成功,一切始于理解客户及客户的需求，应对客户的挑战。这就是为什么我们有强大的本地团队，会说客户的语言，了解多渠道市场。欧洲团队大力支持本地团队，我们送员工出国接受培训，这是TGW在中国和全球取得成功的关键因素。这确保了我们为客户的项目提供最优秀的人力资源和知识储备。

【Soo56】：您融合欧洲和中国的知识与文化，为客户提供良好的解决方案和价值观。作为全球销售负责人，可否谈谈TGW对于中国市场有什么样的规划？

Wolkerstorfer：当然有规划。中国市场快速增长，尤其是内部物流市场，它的增速远高于欧洲和北美。因此，我们认为未来四年我们的业务量会增至三倍，与客户携手共创成功的项目。我们目睹了中国客户和国际客户来到中国拓展业务，建立仓库。也正是他们，使我们获得了成功。

【Soo56】：非常感谢，我期待看到TGW在中国市场获取更大的成功。

英文版：

【Soo56】Hi Mr. Wolkerstorfer, thank you to be here to have the interview with us about TGW and logistics technologies in China. We all see that it’s interesting to see logistics developments is very fast in these years, so do you have any ideas to share with us about the trend of logistics technologies? especially from the point of view from the global.

Wolkerstorfer：There are some global trends what we see as TGW in our world of intralogistics, the main bloom come from e commerce, which is really changing the world of intralogistics, our customers has designed their supply chains. they think on the systems selling is trend for goods to person systems.

More and more GTP system.  Because the number of articles and number of SKU are going down per order ,so we have to reduce man efforts for picking and this pushes GTP

system, GTP system consists of sub systems like conveyors, shuttles and mini-load, we combined everything together with intelligent software and make all system really efficient. Normally this is the trend which we also follow, as a global integrator, and also see this trend become more and more in China.

【Soo56】：So in order to meet those trend or challenges are in the logistics system operations. For TGW, do you have any Innovative solutions for the market?

Wolkerstorfer：There are a lot of innovations on the table with the last years, maybe what is also very relevant for our Chinese customer and Chinese market is for instance our new KingDrive conveyor system. You might see a conveyor system is very simple, and there are a lot of conveyor producer in China already, but what we did is we took really new available technology, to make conveyor system more efficient and cheaper for customers. We do this by using motor roller technology, without gearboxes, we reduced spare parts, reduced energy consumption.

So overall, the TCO of such system are shrinking automatically by up to 50% of the conventional conveyor system. And this is for example, and us of TGW of  trends to make also investment much better for our customers.

【Soo56】： So with your traditional competence and traditional technical strength and your innovative solutions, what’s your point of view of the Chinese Market when you provide those solutions?

Wolkerstorfer：Looking at China, you have to be realistic at the moment, the market in Europe is the biggest market of automatic systems, followed by North America, then it’s China. About automatic systems market in China is about 1/10 of Europe, this is our addressable market for TGW.

And at the moment, we see a lot of conveyor sortation systems, typical Person to Goods systems, based on conveyors, these are the normal solutions. We already seen in TGW we already have sold and installed Goods to Person system with mini-loads, and we will see also shuttle system we offered in the short future in China.

【Soo56】：  We all know that TGW is founded in 1969, in the field of logistics system integrator, it’s a long history. You provided many small but complex solutions for customer. In order to ensure the success of all those projects, do you have any skills, or competences, or strength to make that successful?

Wolkerstorfer：The success always start already in the sales phase. Understanding customer real requirement  is the key. If we don’t understand the customer requirement, we cannot provide the right solutions. At the end, it’s about selling solutions, it must be the right solution, so really know sales engineering team is doing data analysis, doing the conception together with the customer at the early stage is very important for us. This can only be done by localized teams, so one pole philosophy of TGW is: have very strong decentralized teams, in different regions of China, to be very close to customer in the sales phase already, and later on in the realization phase.

We always say if the teams are not working together very closely from customer side, supplier side, then it will be not a successful project in the end. So staying close together, really working in the same direction from the very beginning in the sales, until we hand over a system, this is really a key. And again, having this localized teams in China with a strong support from Europe, knowledge sharing is important, training of the people is

very important, Chinese employees come to Europe to get training, get the knowledge of system. These are the core topics which we pushed for the success.

【Soo56】： You just mentioned that TGW is quite interesting in Chinese market, we all know that TGW is founded in 1969, and you also provide those small but complex projects. How do you ensure those complex projects?

Wolkerstorfer：we all know that we have to handle so many interfaces, partners, in order to get or achieve a successful project, Everything starts with the customer understanding, really the customer need, the customer challenges. It is why we have very strong localized teams, speaking the language of customer, understanding multi-channels of the market.

This is in combination with very strong support out of Europe, we send all people back and forth for trainings and expects are here, so this is one of the key topics how we success for TGW also in China, and also in other regions of the world. Because this make sure that we really get the best of our pool knowledge in customer projects.

【Soo56】：You consolidated knowledge in Europe and China, to provide good solutions, and to provide values to the customer. As a leader of sales, is there any plan for Chinese market?

Wolkerstorfer：Of course there is a plan. Chinese market is growing very fast, especially the intralogistics market, it’s growing faster than the market in Europe, or in North America. Based on this, we think we can triple the business in the next 4 years, make successful projects with our customers. We see Chinese customer and see also International customers coming to China, and to build warehouses for their businesses. So the combination of different customers should bring us the success which we like to win.

【Soo56】：Thank you so much, and I looking forward to your success in Chinese market of TGW.

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