在北京中关村科技园通州园区（联东U谷）深灰色楼群中，我们访问了北京为数不多的电梯微机控制系统、电气部件生产制造商、中关村高新技术企业——北京凯瑞通电子技术有限公司。吴永彪总经理刚刚出差回来，电话一直忙个不停，不时有几位客户拜访并询问一些技术产品信息，在繁忙间吴总向我们介绍着公司主要产品和发展情况。

蓝海战略
　　北京凯瑞通电子技术有限公司主要产品是电梯专用微机控制板、变频器、一体机等，这些产品技术含量高，同时也是高附加值、高回报的产品，外资企业和中国本土大企业垄断着市场的80%份额，加之生产同类产品的企业数量较多，因此竞争非常激烈。北京凯瑞通起步较晚，要想发展起来必须将视线从超越竞争对手转移到买方需求，跨越竞争边界，将不同市场的买方需求重新分类排列，按不同的产品需求结构改变、调整生产策略，将个性化的少数需求重新综合批量生产，在剩余市场中扩大份额，正是这种差异化的蓝海策略，使凯瑞通从小做起，从特殊化产品做起，不仅在北方站稳脚跟并且在短时间内把产品配套至南方大型电梯生产企业，最终获得市场的青睐。目前凯瑞通控制系统广泛应用于各类中、高档乘客电梯、无机房电梯、货梯、别墅梯、扶梯产品等，在中国北方和南方客户中都有着很好的交货信誉和质量保证。

竞合格局
　　“竞合大于竞争”。一般来说，类似产品的不同生产厂商都是竞争对手，但同为专业电梯控制系统生产企业，北京凯瑞通和苏州默纳克（深圳汇川全资企业）打破常规，选择了携手共进，一起为中国电梯控制产品的发展而共同努力。这样的竞合使得凯瑞通在一体化控制系统、各种扩展板卡和配套产品方面有了强有力的支持和保障，在短时间内极大的丰富了产品线，提高了供货范围和供货能力，降低管理、生产成本，快速应和客户需求。在竞合发展中，默纳克控制产品和凯瑞通自有控制产品、智能卡乘梯管理系统、远程监控系统、预置线制作、操纵箱及厅外召唤盒、报站器、到站钟等系统产品形成了规模化的成套供应，使电气配套一站采购变得轻松自如。2010年凯瑞通控制系统、电气产品供应已达到7000台套，成为北京最受瞩目的电气控制系统供应商之一。

创新探索
　　电子技术、设计研发、自动化水平决定着以电子科技产品为核心的企业的综合竞争能力，吴总非常注重人才的培养和技术的研发，技术研发团队精练、实干，从业多年，对电梯技术有着深入的了解，在参观技术部时吴总骄傲的介绍说：“技术人员技术过硬，如液晶显示、触摸屏开发都很早，技术人员都是多面手”。公司每年和国内知名院校专业人才进行项目合作和研发工作，不断取得技术突破创新，确保在行业内处于优势地位。公司于2008年取得CE认证证书，2010年通过安全保护装置电梯控制柜国家实验室型式试验，2010年获得电梯控制器通讯接口保护电路和电梯外呼板LCD背光驱动电器两项实用新型发明专利。
　　先进技术的发展带动电梯技术的革命，理想的电气产品科技水平代表着电梯市场的发展方向。“技术上的不断进步、与电梯行业的发展紧密结合，凯瑞通要保持不变的就是品质和服务。”从吴总的繁忙和笑容里，我们看到他对公司未来发展的运筹帷握。 

Blue-sea Strategy of Elevator Electric Product——Interview on Kai Rui Tong

    Among the group of gray buildings in Tongzhou district of Beijing Zhongguancun science and technology district, we interviewed Kai Rui Tong electronic technology company LTD, one of the several elevator microcomputer control system and electric component manufactures in Beijing. Wu Yongbiao, the chief Manager had just returned from the business trip, and he introduced us the main products and development of company.

Blue-sea Strategy

    Kai Rui Tong Company mainly manufactures microcomputer control broad, transducer and incorporated machine. The foreign enterprises have occupied 80% of China’s market share of such products with high technology, high value-added and high return of profit. A large number of enterprises producing the same product cause a fierce competition. Kai Rui Tong Company with a late access to the market has transferred the focus on exceeding its competitors to purchasers’ demands, cross the edge of competition, reclassify purchasers’ demands in different markets, adjust production strategy based on different demands on products, comprehensively reproduce based on certain individual demands and expand share in residual market. This different strategy focusing on small and special products has made the company steadily stand in market and sell its products to big elevator enterprises in southern area in a short time. Finally the company is favored by clients. Presently the company’s control systems, with a good reputation and quality assurance, are widely used on a variety of kinds of medium-level passenger elevators, room-less elevators, goods elevators, villa elevators and escalators.    

Competition Situation

    “Co-opetition is better than competition.” Generally, different manufactures with similar products are opponents, but both as professional elevator control system companies, Kai Rui Tong and Monarch<Suzhou> choose the corporation and work together for development of China’s elevator control production. Through such co-opetition, the company gets strong support and guarantee in integrated control system, all kinds of expanding boards and mating products, shortly enriches product line, broadens scope of supply, improves supply ability, decreases the cost price of management and production and rapidly meets customers’ demands. Though cooperation, Monarch and Kai Rui Tong’s control products has formed balanced supply at scale in such system products as control products, intelligent card elevator management system, remote control system, preplaced line, operation box, calling board, station speaker and arrival bell, and this makes the purchasing of electric products easy. In 2010, Kai Rui Tong, with 7000 sets of control system and electric products supplied, was one of the most outstanding electric system suppliers.        

Creation and Exploration

    Electronic technology, design, research and automation level decides the comprehensively competitive power of the enterprises with electronic and technical products as the core. Wu Yongbiao pays a lot attention on the training of talents and research on new technology. The technology research team working for many years has a deep understand in elevator technology. During the visiting in department of technology, Wu proudly said, “These perfect technology staffs have developed liquid crystal display and touch screen, and they can handle everything.” The company has project and research cooperation with talents in famous academies in China and gets a lot technical breakthrough, which ensures the company’s dominant position. The company get CE certificate in 2008, passed National Lab type test on safety protection device and elevator control cabinet in 2010, and get two patents of invention on lift controller communication port guard circuit and LCD backlighting driver in 2010.
Development of advanced technology drives elevator revolution. Perfect electric product represents direction of elevator development. “With sustainable progress and close connection with elevator industry, Kai Rui Tong will remain its quality and service.” We can see Wu’s confidence in company’s future from his smile.       

Introduction of Kai Rui Tong Company.LTD

    Kai Rui Tong Company focuses on design, research production and maintenance of automation control system. Company mainly sells elevator control system and associated electric components. The main products include KRT—M3000S series medium grade and intelligence passenger elevator microcomputer control system, KRT—ZW2000 elevator control panel, KRT—IC series elevator intelligence card control system, KRT—L/Q series elevator control display device, KRT—VF series elevator control cabinet, all with high reliability, favorable price and approval in elevator industry. The company has an experienced team, quality products, reliable technology support, perfect sale service and several patents on elevator technology. The company will continue to advance, create, apply high technology to elevator and other industry and supply quality products to clients.    

 
吴永彪总经理（右一）与客户合影

 
部分产品陈列

 
凯瑞通欢迎各位来宾

北京凯瑞通电子技术有限公司简介
　　瑞通电子技术有限公司是专业从事自动化控制系统的设计、研发、生产以及维修服务的高科技企业。公司主营电梯控制系统及相关电梯用电气电子部件，主要产品包括：KRT—M3000S系列高档乘客电梯微机控制系统；KRT—M3000系列智能化乘客电梯微机控制系统；KRT—ZW2000杂物电梯微机控制板；KRT—IC系列电梯智能卡控制系统；KRT—L/Q系列电梯显示装置；KRT—VF系列电梯控制柜相关产品以其高可靠性和良好的性价比得到业内人士的广泛认可。公司拥有经验丰富的专业团队，性能可靠且功能强大的产品、可靠的技术支持以及完善的售后服务体系，多项电梯相关技术已审请国家专利保护。我们将继续锐意进取，不断创新，不断的将高科技运用于电梯控制等相关领域，以最优的产品回报广大用户的支持。