Tribological properties of ZrO 2(Y 2O 3)–Mo–BaF 2/CaF 2composites at high temperatures
Lingqian Kong a ,b ,Qinling Bi a ,n ,Shengyu Zhu a ,b ,Jun Yang a ,Weimin Liu a
a State Key Laboratory of Solid Lubrication,Lanzhou Institute of Chemical Physics,Chinese Academy of Sciences,Lanzhou 730000,PR China b
Graduate University of Chinese Academy of Sciences,Beijing 100039,PR China
a r t i c l e i n f o
Article history:
Received 16July 2011Received in revised form 13September 2011
Accepted 16September 2011Available online 4October 2011Keywords:ZrO 2(Y 2O 3)BaF 2/CaF 2
Tribological behavior Wear mechanism
a b s t r a c t
ZrO 2(Y 2O 3)with different contents of BaF 2/CaF 2and Mo were fabricated by hot pressed sintering,and the tribological behavior of the composites against SiC ceramic was investigated from room temperature to 10001C.It was found that the ZrO 2(Y 2O 3)–5BaF 2/CaF 2–10Mo composite possessed excellent self-lubricating and anti-wear properties.The low friction and wear were attributed to enhanced matrix and BaMoO 4formed on the worn surfaces.
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1.Introduction
It is of great signi?cance to ?nd ways to control high-temperature friction and wear for applications such as internal combustion engines,aerospace propulsion systems and metal-working equipments [1].Many efforts have been done to improve the tribological properties of various materials so that they can be well used at high-temperatures [2–5].Ceramic materials,which possess excellent properties such as high strength and relative stability at high temperatures,have the potential for use in high-temperature engineering applications [6].But the friction of pure ceramics is quite high,so the need to develop ceramic matrix composites with satis?ed lubricating property is a great chal-lenge,especially at elevated temperatures [2,7].
Compared with other ceramics,ZrO 2ceramics present a good combination of fracture toughness and mechanical strength,which are related to the stress-induced phase transformation of tetragonal ZrO 2into monoclinic symmetry [8,9].The ZrO 2ceramic has three phases:monoclinic (below 11701C),tetragonal (11701C to 23701C)and cubic (above 23701C).When cooling the pure zirconia,a reversible athermal martensitic transformation from tetragonal to monoclinic occurs with a volume increase of about 5%,and this leads to sample split.So,dopants,typically Y 2O 3,are added to stabilize the high temperature (tetragonal and/or cubic)phase to room temperature.As Y 3tcan replace O 2àto form
a substitutional solid solution,and this effectively restrains the crystal transformation.
In recent years,the potential of ZrO 2ceramics to be used as hot-section components in advanced engines,gas turbines and wear-resistant sliding components has attracted great attention [10].Consequently,it is necessary to ?nd ways to effectively lubricate ZrO 2ceramics in extreme environments,as the friction coef?cient of ZrO 2ceramics is very high and unacceptable especially at elevated temperatures [6,10].
At moderate temperatures (200to 4001C),most oils and greases are not oxidation stable and require seals when they are used [11,12].Compared with liquid lubricants,solid lubricants are widely used at high-temperatures (above 5001C).BaF 2/CaF 2eutectic and CaF 2,which have wide working temperature range and can lubricate effectively from 5001C to 10001C have been widely used to lubricate many wear-resistant matrices [13–21].For example,the friction coef?cient of PM304coating (consisting of chrome oxide,silver and barium ?uoride/calcium ?uoride eutectic in NiCr binder)was ranged from 0.32to 0.4from room temperature to 8001C.A protective layer consisting of ?uorides and Ag formed on the worn surface and led to a low friction and wear above 2001C [21].It is reported that the friction coef?cient of NiCr/Cr 3C 2–BaF 2/CaF 2coating decreases with temperature,and the wear rates of both coating and couple balls are signi?cantly lower at temperatures above 5001C than those tested at room temperature [20].The friction coef?cient ranged from 0.6at 251C to 0.2at 6501C,when the Al 2O 3pins sliding against PS300at a sliding velocity of 1m/s.Wear factors for the Al 2O 3pins were in the 10à7mm 3/Nm range and for the PS300coating were in the
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Corresponding author.Tel.:t869314968193;fax:t869318277088.E-mail address:qlbi@https://www.doczj.com/doc/4111528142.html, (Q.Bi).
Tribology International 45(2012)43–49
10à5mm3/Nm range[7].So?uoride is a good solid lubricant, which can be used as a high-temperature lubricant.
As for ZrO2ceramics,the tribological properties of ZrO2 (Y2O3)–CaF2composites at elevated temperatures have been investigated[10,17,22].ZrO2(Y2O3)matrix composites with solid lubricants of Au and CaF2exhibit a friction coef?cient of0.36–0.50and a wear rate of1.67?10à6–3.55?10à6mm3/Nm from room temperature to8001C in sliding against an alumina ball [10].The addition of35wt%Ag and30wt%CaF2in the ZrO2 (Y2O3)matrix promoted the formation of a well-covered lubricat-ing?lm,and effectively reduced the friction and wear from room temperature to8001C[17].And the ZrO2–CaF2composite surface exhibited a distinct improvement in wear resistance and frictional characteristics in comparison to Y2O3-stabilized ZrO2(YPSZ) coating at elevated temperatures[22].
The former researchers usually study the frication and wear of ZrO2(Y2O3)matrix composites from room temperature to8001C, but the friction and wear mechanisms from8001C to10001C have been seldom investigated in detail.Though a lot of studies had been made,ZrO2(Y2O3)matrix composites with satisfying self-lubricating,wear resistance and application potential are still unrealities till now.
In the present work,in order to develop a self-lubricating ZrO2 (Y2O3)matrix composite,BaF2/CaF2eutectic and Mo are chosen as lubricants.The reason of choosing Mo is that Mo not only is a good matrix strengthening phase but also a solid lubricant when it oxide into MoO3at high temperature[12,23,24].Four ZrO2 (Y2O3)–BaF2/CaF2–Mo composites were prepared altogether using hot pressing by tailoring the composition of Mo and BaF2/CaF2. Further studies were carried out to analyze the friction and wear mechanisms of ZrO2(Y2O3)–BaF2/CaF2–Mo composites against SiC ceramic at elevated temperatures up to10001C.
2.Experimental procedures
2.1.Synthesis of BaF2/CaF2powder
The raw powders were commercial CaF2and BaF2powders with mean particle size of30–70m m.CaF2and BaF2powders in
the ratio of38:62by weight were blended and ball-milled for8h, and then enclosed in a graphite mold and set in a hot-press-sintering furnace.When the furnace evacuated to a dynamic vacuum about10à2Pa,heat the furnace at a rate of101C/min and hold for20min at9001C.By this method BaF2/CaF2eutectic powders were synthesized.
2.2.Fabrication of ZrO2(Y2O3)matrix composites
ZrO2(Y2O3)matrix composites with5wt%BaF2/CaF2eutectic and different contents(5,10and20wt%)of Mo(denoted as ZFM5,ZFM10and ZFM20)were fabricated by hot pressed sinter-ing and the ZrO2(Y2O3)matrix composites with10wt%BaF2/CaF2 (denoted as ZF)were fabricated as a comparison.For the ZrO2 (Y2O3)the relative content of Y2O3is3mol%.The composition and properties of the composites were given in Table1.The fabrication process was brie?y described as following.First,the raw powders were milled for8h in a high energy ball mill with WC spheres.The ratio of ball to powder in weight was2.5:1and the rotational speed was250rpm.And then the powders were enclosed in a graphite mold and set in a hot-press-sintering furnace.The furnace was heated at a rate of101C/min when the furnace was evacuated to a dynamic vacuum about10à2Pa. The powders were pressed at13001C under42MPa,and then held for20min at13001C.2.3.Mechanical properties and tribological tests
The densities of the sintered composites were tested using Archimedes’method.Microhardness was tested by Vicker’s inden-tation,using a normal load of1000g and a dwell time of10s.The measurements for each sample were carried out at least ten times, and the data of each sample in the table was the average value.
The tribological tests were conducted on a HT-1000ball-on-disk high-temperature tribometer.The ball-on-disk tribotester was made in Zhong Ke Kai Hua Corporation,China.The schematic diagram of the equipment is shown in Fig.1.The wear and friction tests can be conducted between room temperature and10001C.A platinum–rhodium thermocouple is set in the furnace of the tribotester to measure the testing temperature,so the measured temperatures were actually the air temperatures within the tribotester,and the surface temperatures at the contact interface were higher than the measured value.Before test the specimens were polished by emery paper and the roughness(Ra)of polished surfaces were about 0.3–0.5m m.The counterpart ball was commercial SiC ceramic ball with a diameter of7.144mm.The selected test temperatures were 25,600,800and10001C.The tests were carried out at an applied load of10N,sliding speed of0.188m/s,and testing time of60min (at10001C the test time was30min).The cross-section pro?le of worn surface was measured using a surface pro?lometer.The wear volume was determined as V?AL and the wear rate as W?V/SN, Table1
Compositions,hardness and densities of ZrO2(Y2O3)matrix composites. Specimen Compositions(in mass)Hardness
(HV)
Density
(g/cm3) ZF90ZrO2(Y2O3)–10BaF2/CaF2eutectic1170 5.70 ZFM590ZrO2(Y2O3)–5BaF2/CaF2eutectic-5Mo1258 6.03 ZFM1085ZrO2(Y2O3)–5BaF2/CaF2eutectic-10Mo903 6.09 ZFM2075ZrO2(Y2O3)–5BaF2/CaF2eutectic-20Mo636
6.24
Fig.1.Schematic diagram of HT-1000ball-on-disk high-temperature tribometer.
L.Kong et al./Tribology International45(2012)43–49 44
where A was the cross-section area of wear track,for each wear track four locations were measured to determine the cross-sectional area A and L was the circumference of the worn track;S was the total sliding distance and N was the applied load.All the tribological tests were carried out at least three times to make sure the reproducibility of the experimental results under the same condi-tion,and the average results were reported.
The microstructures,morphologies of the worn surfaces and phase structures were examined by JSM-5600LV scanning electron microscope (SEM),energy dispersive spectroscopy (EDS,Kevex,USA)and X-ray diffraction (XRD,Philips X’Pert-MRD X-ray diffract-ometer,40kV,30mA and CuKa radiation).Before SEM observations,samples were cleaned with acetone and then dried in hot air.
3.Results
3.1.Hardness,density and microstructure of the ZrO 2(Y 2O 3)matrix composites
From Table 1,it can be found that ZF has an average hardness of 1170HV and a density of 5.70g/cm 3.ZFM5has the highest hardness of about 1260HV and the hardness decreases as the concentration of Mo increases.
The backscattering electron image (BEI)in Fig.2shows the typical morphology and distribution of different constituents of ZFM10.EDS analysis indicates that the gray area is ZrO 2(Y 2O 3)and BaF 2/CaF 2,and the white area is Mo-rich phase.
Figs.3and 4show the XRD results of ZrO 2(Y 2O 3)matrix composites sintered samples of ZF and ZFM10as well as their worn surfaces after sliding for 60min at an applied load of 10N at different temperatures.From the XRD results of ZF,it can be found that the peaks of BaZrO 3appear on the worn surfaces at 10001C.While for ZFM10,peaks of BaMoO 4appear on the worn surfaces early at 6001C.Weak peaks of BaF 2are detected on the worn surfaces both of ZF and ZFM10,indicating that BaF 2on surfaces is very little at low tempera-tures.While at high temperatures (above 6001C)BaF 2and CaF 2reacting with Mo generate BaMoO 4and CaMoO 4on the surface.3.2.Tribological behavior
Fig.5shows the coef?cient of friction (COF)of the composites as a function of tested temperature under conditions of 0.188m/s,10N
and a sliding time of 60min.It can be seen that the COF of ZF is about 0.7at room temperature and 0.9at 6001C.As the temperature increases to 8001C,it falls to the lowest value (0.37).When the temperature increases to 10001C,the COF rises up to 0.48.For ZFM5,the COF is similar to ZF at room temperature,and at 6001C the COF is 0.6.From 8001C to 10001C the COF drops to 0.32–0.34.It can be distinctly seen that the COF of ZFM10is the lowest among the four composites (Fig.5,Fig.6).The COF decreases from 0.45to 0.28as the temperature increases from room temperature to 10001C.The COF of ZFM20is as low as ZFM10at room temperature,while increasing to 0.7at 6001C and from 8001C to 10001C the COF is 0.34–0.36.
Fig.7shows the variation of wear rates of the composites with different temperatures at 0.188m/s,10N and sliding time https://www.doczj.com/doc/4111528142.html,pared with the other three materials,wear rate of ZF is the lowest at 6001C but the highest from 8001C to 10001C.The wear rates of ZF,ZFM5and ZFM20increase remarkably at 10001C,while that of ZFM10decreases from 6001C to 10001C.
At room temperature the wear rate of ZF is 5.1?10à6mm 3/Nm,at 6001C it is up to 1.26?10à4mm 3/Nm and then remarkably increases to 4.83?10à4mm 3/Nm at 8001C,6.58?10à4mm 3/Nm at 10001C.As to ZFM5,the wear rate is 4.36?10à6mm 3/Nm at room temperature,and the wear rate increases quickly with the temperature increase.From 6001C to 10001C the wear rate is in the range of 10à4mm 3/Nm,and the value is 2.3–4.4.The wear rate of ZFM10at room temperature is a little high compared with ZF and ZFM5,but from 6001C to 10001C the wear rate decreases as the temperature increases.At 10001C the wear rate is 9.46?10à5mm 3/Nm.For ZFM20the wear rate is similar to ZFM10at room temperature,and is the highest at 6001C,and then drops to 1.25?10à4mm 3/Nm at 8001C.At 10001C the wear rate rises to 6.38?10à4mm 3/Nm again.
Fig.8shows the worn surfaces of ZF at room temperature,6001C,8001C and 10001C.At room temperature,typical brittle fracture and delamination are observed on the worn surface,as shown in Fig.8a.At 6001C a more severe brittle fracture is distinctly observed on the worn surface,as shown in Fig.8b.It indicates that the wear at 6001C is more severe than that at room temperature.Delamination can be seen at 8001C as shown in Fig.8c.Due to the lubricating ?lm of BaF 2and CaF 2formed on the worn surface,the wear rate at 8001C is very low.From Fig.8d,it can be seen that when the temperature rises up to 10001C,the worn surface showed more severe plastic deformation and obvious furrow compared with that at 8001
C.
Fig.2.Typical morphology and microstructure of ZFM10composite by
BEI.
Fig.3.XRD patterns of ZF (a)sintered samples and worn surfaces of sintered samples after sliding for 60min at the applied load of 10N and different temperatures,(b)6001C,(c)8001C and (d)10001C (sliding for 30min).
L.Kong et al./Tribology International 45(2012)43–4945
Fig.9shows the worn surfaces of ZFM10at room temperature,6001C,8001C and 10001C.From Fig.9a,it can be seen that delamination,brittle fracture and furrow are the main wear mechanism at room temperature.At 6001C,the worn surface of ZFM10is smoother than at room temperature,and only a little delamination can be seen,as shown in Fig.9b.At 8001C,the worn surface,with many wear debris and large sheets of lubricating ?lms on it,is smooth as shown in Fig.9c.When the temperature rises up to 10001C,as shown in Fig.9d,the worn surface is covered with lubricating ?lm and only a little wear debris.Furrow and plastic deformation are also obvious on the worn surface.
4.Discussion
The friction chemical reaction has been reported in some papers before [25–30].John and Prasad [25]investigated the CaF 2and WS 2layered structures and composite coatings.In their study ?lms were
found to be lubricious at temperatures up to 5001C.XPS analysis of specimens indicated that the CaF 2and WS 2materials interacted to form CaSO 4and other compounds.CaSO 4was evaluated as a solid lubricant.Ren et al.[27]reported that PbWO 4formed as a reaction product of PbO and WC at high temperature,and then acted as a solid lubricant.Zhu et al.[28]also reported that BaF 2can form BaCO 3in the air and react with Cr 2O 3forming BaCrO 4.And the lubricating properties of various kinds of salts also have been studied in recent years [29–37].Zhu et al.[29]reported that Ni 3Al composites with addition of BaMoO 4exhibited excellent self-lubricating and anti-wear properties at high temperature,because BaMoO 4has scheelite structure and adequate thermophysial properties.
The addition of ?uoride obviously reduces the friction coef?-cient of ZF at high temperatures.The friction coef?cients at room temperature and 6001C are still high,and that is because ?uoride only acts at high temperatures.At 8001C,?uoride was squeezed out and formed lubricating ?lm on the friction surface so it can greatly reduce the friction coef?cient of ZF.When
temperature
Fig.4.XRD patterns of ZFM10(a)sintered samples and worn surfaces of sintered samples after sliding for 60min at the applied load of 10N at different temperatures,(b)6001C,(c)8001C and (d)10001C (sliding for 30min).
L.Kong et al./Tribology International 45(2012)43–49
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rises up to 10001C,BaF 2reacting with ZrO 2generates BaZrO 3,so the content of ?uoride reduces.As a result,the friction coef?cient rises to 0.48,which is a little high compared with 0.37at 8001C.Due to the plastic deformation getting serious as the temperature rises,the wear rate of ZF is high at high temperatures.
As can be seen in Fig.6,the friction coef?cient of ZFM10decreases from 0.45at room temperature to 0.28at 10001C,at the same time the friction coef?cient is very smooth and steady.At room tempera-ture the addition of Mo can improve the tribological property,but leads to a decrease in hardness,as shown in Table 1.ZFM10is non-lubricating at low temperature so the wear rates mainly depend on the hardness of the composites.As a result the wear rate of ZFM10composite is a little higher than ZF composites at room temperature.At 6001C BaMoO 4forms on the wear surface of ZFM10,and the content increases as temperature rises.This can be proved by Figs.4and 9.The content of BaMoO 4is so low at 6001C that it is not enough to form a fully lubricating ?lm,and the wear is a little higher than at high temperatures.At 8001C to 10001C the wear surface is covered with BaMoO 4lubricating ?lm,therefore the
composite exhibits self-lubricating and anti-wear properties.As for ZFM20,due to the increase of the content of Mo,the hardness of ZFM20is a little lower and the oxidation of Mo is more serious.So the tribological properties of ZFM20are poorer than that of ZFM10.
In summary,ZFM10composite exhibits the best self-lubricat-ing and anti-wear properties among ZF,ZFM5,ZFM10and ZFM20.
5.Conclusions
From the experimental results above,it can be found that ZFM10composite slides against SiC ceramic ball exhibited well self-lubri-cating and anti-wear properties at wide temperature range from 6001C to 10001C,and the following conclusions can be reached:(1)BaF 2reacting with ZrO 2formed BaZrO 3at 10001C in ZF
composite.This reduced the content of ?uoride;therefore the lubricating ability was weakened.
200
400
600
800
1000
0.20.4
0.6
0.8
1.0
ZF ZFM5 ZFM10 ZFM20
F r i c a t i o n C o e f f i c i e n t
Temperature (°C)
Fig.5.COFs of ZrO 2(Y 2O 3)matrix composites as a function of tested temperature (0.188m/s,10N,sliding for 60min and sliding for 30min at 10001C).
10
20
30
40
50
60
0.0
0.20.40.60.8
1.0
F r i c t i o n C o e f f i c i e n t
Time (min)Time (min)
RT
600°C 800°C
5
10
15
20
25
30
0.0
0.2
0.4
0.6
0.8
1.0
F r i c t i o n C o e f f i c i e n t
1000°C
Fig.6.Variations of friction coef?cients of ZFM10at different temperatures (0.188m/s and 10N).
200
400
600
800
1000
02
4
6
8
10
Temperature (°C)
W e a r r a t e (10-4m m 3/N m )
ZF ZFM5 ZFM10 ZFM20
Fig.7.Variations of wear rates of the composites at different temperatures (0.188m/s and 10N).
L.Kong et al./Tribology International 45(2012)43–4947
(2)BaF 2reacting with Mo formed BaMoO 4from 6001C to
10001C,and the BaMoO 4could greatly improve friction and wear properties of ZFM composites,especially at 10001C.(3)ZFM10composite exhibited the best self-lubricating and anti-wear properties in the four sintered composites at 10001C,
with the lowest wear rate of 9.46?10à5mm 3/Nm and the steady friction coef?cient of about 0.28.
The ZFM10composite slides against SiC ceramic ball exhibited well self-lubricating and anti-wear properties at
wide
Fig.8.Worn surfaces of ZF at different temperatures (0.188m/s,10N,sliding for 60min,and sliding for 30min at 10001C).(a)RT;(b)6001C;(c)8001C and (d)10001
C.
Fig.9.Worn surfaces of ZFM10at different temperatures (0.188m/s and 10N).(a)RT;(b)6001C;(c)8001C and (d)10001C.
L.Kong et al./Tribology International 45(2012)43–49
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temperature range from6001C to10001C,so it has certain application prospects.
Acknowledgments
The authors are grateful to the National Natural Science Foundation of China(51075383)and the National973Project (2007CB607601)for?nancial support.
Appendix A.Supplementary materials
Supplementary materials associated with this article can be found in the online version at doi:10.1016/j.triboint.2011.09.008. References
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G-BOS工作原理 G-BOS智慧运营系统通过安装在客车上的G-BOS终端从CAN总线、各类传感器上持续不断的采集发动机运行数据、车辆状况信息、驾驶员的操控行为，同时接收GPS卫星定位信息记录车辆所在位置，所有这些信息通过3G通信技术实时传递到数据处理中心。 关键字：海格客车智慧客车G-BOS G-BOS智慧运营系统是Telematics(特力玛)技术(无线通信技术、卫星 定位、网络通信技术、车载电脑)、CAN总线技术、商业智能技术、先进 管理技术的在客车上的综合应用。 G-BOS智慧运营系统通过安装在客车上的G-BOS终端从CAN总线、 各类传感器上持续不断的采集发动机运行数据、车辆状况信息、驾驶员的操 控行为，同时接收GPS卫星定位信息记录车辆所在位置，所有这些信息通 过3G通信技术实时传递到数据处理中心。G-BOS终端同时还融合了行车 记录仪、倒车监视器、故障报警显示台、视频播放器、短消息接收器等功能，实时将车辆故障信息提供给驾驶员。 G-BOS终端 数据处理中心通过商业智能技术将接收到的海量数据实时分析、整理， 并结合国内外先进管理思想将驾驶员不良驾驶行为、油耗数据、车辆运行情况、维修保养计划等内容以直观的报告、图表等形式展现出来。 客户与集团调度中心即可使用独立账号从互联网在任何地方访问G-B OS智慧运营系统，及时了解车辆运行情况，驾驶操控是否存在违规行为， 实时跟踪车辆运行轨迹，车辆是否需要维修保养，从而制定相应的策略，更 可随时向前段运营车辆发送各类指令，进行实时的调度管控。 同样的系统也可根据客户要求，自动化生成各种类别、各时间段、各种 形式的管理报告，从而满足客户对长期运营规划所需要的数据支持与决策依据。
销售技巧培训案例——苏州金龙培训 一、苏州金龙公司背景简介： 新组建的销售队伍，人数较多（共62人），销售人员经验水平参差不齐。销售人员的来源主要分为三类：来自厦门金龙、来自厦门金旅和其他新招聘人员。前两类来源为目前直接竞争对手。因企业特殊情况，产品品牌需要与厦门金龙区分开，如何区分主要由销售人员向用户介绍。 二、苏州金龙培训目的： 主要在于整体提高销售人员销售技巧，使来自不同方面的销售人员统一认识和掌握苏州金龙公司自身情况。 三、苏州金龙培训分组：共分为12组，每组5-6人。 四、苏州金龙培训案例选择： 步骤一、确定案例种类划分标准。 因苏州金龙的销售模式以经销制和直销制并行，销售人员的工作重点在于开拓大客户和经销商的开发和管理，首先将销售人员的工作重心分为“直接用户”和“经销商”两大类。这两类的分类标准分别列表如下： 1、直接用户 “销售漏斗”模式是指销售的成功概率，见下表：
2、经销商 步骤二、选定典型和重点类型。 通过与经验丰富的销售人员讨论沟通后，确定了6、7、8、10、13、18、19、31、32、33、34十一类为苏州金龙现销售工作中的典型工作类型。但因其中第10类（大客户）和第33、34类（签约后经销商管理）不适合以情景扮演的形式将其要点展示出来，将其改为以“经验介绍”的形式进行培训；而第31和32类可合并为一类作为“潜在经销商洽谈”一个案例；第6类（公交）中的公交车和卧铺车、专用车作为“即将推出的新产品”一类。 最后所确定下来7类案例： 1）在客运市场中，面对听说过但没买过的用户； 2）在客运市场中，面对使用过金龙客车但不满意的用户； 3）在客运市场中，面对使用过厦门金龙客车且较满意的用户； 4）在旅游市场中，面对使用过厦门金龙客车且较满意的用户； 5）面对听说过但没买过的团队用户； 6）新产品的推介，以卧铺车为例； 7）与潜在经销商洽谈。 步骤三、编写案例。 案例1：在客运市场，听说过金龙客车而未买过金龙客车的用户（用户用材料）用户情况：苏州第二客运公司拥有客车240辆，主要为宇通客车，多购于两年前。现欲更新车辆，预期在2003年上半年购买35辆，其中包括豪华车15辆，中型
中国各省市汽车整车厂分布及产能一览十家汽车主机厂销量综合为2015年2197万，2016年2476万，MFC统计的产能（含确定在建）合计3351万。 本次统计，估算全国汽车包括2017年近期确定在建的产能是6358万辆。这个数据里包含了各种齐河御捷、山东寿光泰汽电动车、富路、比德文这样的低速、电动汽车产量、还有各种垃圾车、物流车、军用车等在内的特种用车，虽然这些车没有全部列入汽车工业协会的数据，但是也是实实在在消费各种材料及设备等生产资料和产品。 1、江苏 686万 南京：上汽大众（60万）、上汽（20万）、长安（30万）、长 安马自达（22万）、依维柯（30万）、蔚来（年产28万台高性能电机及电控系统）、嘉远电动（2017达20万微型电动车）、金龙（2 万新能源）、比亚迪（5000大客车，1000轻客车）、博郡（待建10万）、FMC（待建30万）。 常熟：奇瑞捷豹路虎（未来20万）、观致（15万）、华东汽车（各类改装车0.5万）。 扬州：仪征上汽大众（44万）、仪征上汽乘用车/商用车（2万）、江淮（皮卡10万）、安凯（江淮收购0.6万）、嘉远电动（2万）、江都女神汽车（0.1万客车）、潍柴亚星客车（商务车6万，特种车1万）、道爵（空港基地8万，高邮基地15万，电动汽车12万）、九龙汽车（5万）。 镇江：北汽（30万）、北汽越野车（30万）。 盐城：悦达多功能汽车（100万）、东风悦达起亚（三个基地73万，计划100万）。 无锡：铠龙东方（待建15万电动汽车）、齐河御捷（待建15万）、上汽商用车（8万）。 常州：金坛众泰（30万）、东风新能源（20万）、黄海、郑州 日产（15万）、北汽新能源（5万）。
特约经销商的建点原则和审批程序 金龙联合汽车工业（苏州）有限公司销售公司 2003年1月
一、总则 苏州金龙实行特约经销制度，通过一、二级特约经销商的销售网络实行品牌分销。根据市场和经销商运营状况，完善销售网络体系。 二、范围 1、本标准规定了建立金龙联合汽车工业（苏州）有限公司（以下简 称苏州金龙）的汽车特约经销商的原则和审批程序。 2、本标准适用于苏州金龙对特约经销商的建立、健全和管理。 三、职责 1、市场管理部负责销售网络的发展规划和建点审核、验收、报批工 作。 2、市场部根据销售网络发展规划负责组织实地考察工作并协助市 场管理部做好验收和审批工作。 四、建点原则 1、每年年底，由市场部和市场管理部根据企业发展和市场变化等 客观因素，制定第二年度苏州金龙销售网络发展规划，经销售公司总经理批准后实施。 2、市场部根据销售网络发展规划推荐新建经销商，并要求申请单 位向市场管理提交要求的资料。 3、如遇到特殊情况，可调整网络发展规划，但必须报售公司总经 理批准后实施。 4、省、直辖市原则上只在省会城市设立1-2家一级经销商，特殊
地理条件（如经济、交通发达城市）可跨省设立，以便于销售业务的开展。重点城市（政治、经济、交通发达）可以设立一家一级经销商。 5、销售区域原则上按地理区域（非行政隶属关系）划分。 五、建点要求 1、苏州金龙鼓励经销商建立、健全4S（销售、服务、配件、信息 反馈四位一体）功能。 2、申请单位必须提供的材料（保证其真实性和准确性）： 2.1、金龙联合汽车工业（苏州）有限公司特约经销商申请表（一 级、二级） 2.2、申请建立特约经销商的报告（含公司简介） 2.3、营业执照正、副本复印件 2.4、税务登记证（国税、地税）正、副本复印件 2.5、会计（审计）部门提供的验资报告及其附件复印件 2.6、企业组织机构图 2.7、企业人员状况表 2.8、企业平面图和位置图 2.9、经营场所的照片 2.10、会计（审计）所提供的年度审计报告、财务报表（资产负债 表、损益表、现金流量表）。 六、特约经销商的审批程序 1、市场部根据建点要求对申请单位的资料进行初审。
苏州金龙核心配套供应商名单 安徽省凤阳散热器有限公司 安庆市汇通汽车部件有限公司 铜陵华源汽车内饰材料有限公司 安徽金诚汽车科技有限公司 诗来福汽车电机制造有限公司 石狮万众离合器有限公司 泉州恒昌电器有限公司 漳州市新隆鑫橡胶制品有限公司 厦门金龙汽车座椅有限公司 厦门金龙汽车电器有限公司 厦门百吉密封件有限公司 厦门美时美克空气净化有限公司 泉州昌隆汽车配件工业有限公司 泉州鲤城福辉汽车配件有限公司 泉州市艺达车用电器有限公司 厦门诺瑞特实业有限公司 正兴车轮集团有限公司 广州市溢滔橡胶有限公司 广州艾比埃金属制品有限公司 佛山市华韩汽车电机制造有限公司 深圳市新峰凌汽车电器有限公司 广西玉柴机器股份有限公司 贵州高马富国前进橡胶有限公司 贵州天义汽车电器有限公司 贵阳航空电机有限公司 河北兴林车身制造集团有限公司 沧州津联汽车水箱厂
石家庄博亚汽车电器有限公司 郑州天慧汽车制动科技有限公司 新乡航空工业（集团）有限公司 豫北（新乡）汽车动力转向器有限公司 天海雪城汽车电子集团公司 郑州跃博汽车电器有限公司 哈尔滨一汽变速箱股份有限公司 哈尔滨威帝汽车电子有限公司 武汉市运发汽配制造有限公司 东风康明斯发动机有限公司 东风电子科技股份有限公司汽车制动系统公司十堰诺克里奇科技有限公司 湖北双鸥汽车工程塑料（集团）有限公司 东风汽车有限公司商用车发动机厂 中航一集团航宇救生装备有限公司 十堰固诺尔汽车油箱有限公司 十堰大华康桥工贸有限公司 老河口楚润科技（集团）有限公司 武汉元丰汽车零部件有限公司 武汉万向汽车制动器有限公司 东风德纳车桥有限公司 湖北通达汽车零部件（集团）有限公司 湖北三环锻造有限公司 湖北三环汽车方向机有限公司 岳阳恒立冷气设备股份有限公司 常州博万达汽车安全设备有限公司 常州新泉汽车内饰件有限公司 常州市武进骏宇汽配涂料有限公司 江苏超力集团 常州市宇达汽车配件有限公司
苏州洞庭西山旅游（附图） 旅游归来苏州洞庭西山旅游 “太湖明珠”西山，全名洞庭西山，面积79.8平方公里，是太湖中的第一大岛，也是我国淡水湖泊中最大的岛屿。中国内湖第一长桥——太湖大桥，宛如长虹卧波，把西山与苏州城连为一体。。太湖号称三万六千顷，是我国第三大淡水湖。太湖有四十二个岛七十二座峰，其中四十一峰在西山，而西山缥缈峰海拔336.6米，为太湖七十二峰之首，登高远眺，湖中群岛、峰峦坞谷、湖湾人家、近山远水，一一映入眼帘，把人带入“水抱青山山抱花,花幽深处有人家”的诗情画意之中。 登高远眺，湖中群岛、峰峦坞谷、湖湾人家、近山远水，——映入眼帘，把您带入“水抱青山山抱花，花光深处有人家”的诗请画意中。自然的鬼匠神工，历史的沧桑变迁在这里积淀了深厚的文化底蕴和神奇的传说，吴越争霸的兵场村、西施避暑的消夏湾、石公山的天象奇观、林屋洞的道家仙府和包山寺的烟火缭绕、罗汉寺的藤樟古幽……美景美色，举目入
画，形成了独一无二的旅游资源。 太湖聚宝，素有“月月有花、季季有果，一年十八熟、天天有鱼虾”之称。洞庭山碧螺春、乌紫杨梅、大佛手白果、九家种板栗、青种枇杷、水晶石榴以及银鱼、白鱼、白虾等“太湖三宝”饮誉海内外。西山还蕴藏着丰富的矿产资源。旅游资源、花果资源、矿产资源形成了西山经济的三大优势。 景点相关资料 西山是洞庭山的简称，南北宽11公里，东西长15公里，面积79.8平方公里，系太湖第一大岛。西山景区是太湖风景名胜区的精华。它是以群岛风光、花果丛林、吴越以来的古迹见长，以浏览、度假为主的湖岛区。它拥有湖中群岛、湖湾山水、山中坞谷、山顶峰峦四个风景层次。全区规划建设缥缈云场、水月问茶、林屋晚烟、消夏渔歌、甪里犁云、玄阳稻浪、肖山遗踪、毛公积雪、西湖夕照、石公秋月，风凰烟雨、金铎松篁、文化巽峰、大沙观帆、罗汉古刹、鸡笼梅雪、明湾古村、甪角风涛、天王鱼国、横山旭日等二十个景点。景点的规划面积共计609.3公顷。
聚焦苏南制造业物流供应链百强 关键词：苏州供应链，苏州物流，亚洲供应链，苏州制造业百强 “2012供应链亚洲峰会·苏州论坛”将在6月29日盛大举行，每次这项亚洲顶级的最高层次论坛在苏州召开都将引起行业资深人士的特别关注。今年的会议更是吸引了来自大苏州地区制造业百强企业共同分享供应链战略。行业包括：零配件、电子科技行业、知名消费品、零售等。今年探讨的话题和深度更是超过往届。 “苏州供应链与物流”热点：苏南经济区域优势与未来挑战；供应链物流战略变革；优秀供应链解决方案；供应链金融；供应链实践案例分享；先进供应链工具；保税物流；搭建供应链平台等。 “供应链亚洲峰会（Supply Chain Asia Summit）”作为以着眼中国大陆地区为核心的供应链，分享前瞻供应链管理中未来将面临的问题和方案，建立更加完善的供应链体系，构建合理的需求导向型的供应链。2012年主论坛于4月12日在上海顺利闭幕，分论坛将分设苏州、重庆、广州、郑州，6月29日将牵手苏州。 不仅可以学到丰富的指示更可以认识跟多的供应链高层，下面是经常参会的企业（https://www.doczj.com/doc/4111528142.html,/sca_2012/suzhou/index.html）（信息来源：中国大物流网） 江苏沙钢集团有限公司张家港 仁宝信息技术（昆山）有限公司昆山 纬新资通（昆山）有限公司昆山 江苏永钢集团有限公司张家港 仁宝资讯工业（昆山）有限公司昆山 纬智资通（昆山）有限公司昆山 东海粮油工业（张家港）有限公司张家港 仁宝电子科技（昆山）有限公司昆山 苏州三星电子电脑有限公司工业园区 达富电脑（常熟）有限公司常熟 江苏恒力化纤有限公司吴江 波司登股份有限公司常熟 苏州佳世达电通有限公司高新区、虎丘区 华芳集团有限公司张家港 苏州三星电子有限公司工业园区 亨通集团有限公司吴江 苏州乐轩科技有限公司高新区、虎丘区 苏州乐轩科技有限公司相城区 纬创资通（昆山）有限公司昆山 日立显示器（昆山）有限公司工业园区 中达电子（江苏）有限公司吴江
苏州金龙客车营销策划书 院系：厦门理工学院机械工程系 班级：汽车服务工程（*）班 学号：********** 姓名：***
目录 一、企业介绍 （一）企业简介 （二）企业文化 1）HIGER简介 2）企业精神与使命 3）企业价值观体系 二、市场环境分析 (一) 当前行业背景分析 1 ) 客车行业与国家宏观经济发展形势 2 ) 2010—2011年客车销量数据走势情况 （二）目前营销状况 1) 市场状况 2) 产品状况： 3) 竞争状况 4) 分销状况： 5) 宏观环境状况 三、SWOT问题分析 （一）优势（S） （二）劣势（W） （三）机会（O） （四）威胁（T） 四、营销策略 （一）设立市场目标策略 （二）定价策略 （三）分销策略 （四）激励策略 （五）绩效考核策略 （六）服务策略 (七) 品牌塑造策略 五、营销战略 （一）战略目标 （二）快速高效的服务战略 （三）国际化战略 六、总结
一、企业介绍 （一）企业简介 金龙联合汽车工业（苏州）有限公司成立于1998年底，人们简称"苏州金龙"。10年来，苏州金龙艰辛探索，拼搏成长，建成50万平方米的现代化客车制造基地，年销量突破50亿元大关，海格客车驰骋全球55个国家和地区，以年均51%的增速迅猛崛起，开辟了一条可持续的快速发展之路。2008年海格客车销量16454台，销售额51.6亿元；出口3321台，达2亿美元。海格客车荣获“中国名牌”，"国家出口免验产品"等称号，以71.16亿元的品牌价值跻身“中国500最具价值品牌”榜，成为中国客车行业发展最快的企业、国家汽车整车出口基地企业、中国企业信息化100强。 公司现拥有总资产25亿元，员工3280人，其中各类专业技术人员1100多人，具有年产22000台大中型客车及底盘的能力，下辖博士后科研工作站、江苏省级企业技术中心、新型高速客车研发中心、园区现代化客车生产基地。苏州金龙获得TS16949、3C认证，拥有50多类300多个品种，海格H 系、A系、V系、W系、B系及星系客车产品，覆盖客运、旅游、公交和团体用车领域。海格客车不仅畅销国内，还驰行东南亚、中东、非洲、俄罗斯、东欧、美洲等地。 展望未来，苏州金龙提出“从国内优秀走向国际优秀”的战略，以在客车领域做大做强的专业化经营为主导，以市场为导向，信息化助推国际化，快速应对国际国内客户的个性化需求。秉承"安全为本"的品牌主张，以打造"安全、舒适、高性价比"的客车为己任，为人们创造更加便捷的生活环境，为员工营造施展才华和提升发展的舞台空间，真正实现“让我们的距离不再遥远”。 （二）企业文化 1 ）HIGER简介 海格英文商标为HIGER。品牌名源自希腊神话中宙斯之子Heracles,音译为海格力斯，由Heracles字根发音引申而来。Heracles是希腊神话中最伟大的英雄，他文武双全、神勇智慧，12年完成了十二项英雄伟绩。在现代语中Heracles一词的含义是大力英雄。 HIGER寓意海格客车动力强劲、诚信经营、追求卓越，企业生机勃勃，活力无限，追求无限，体现公司推进国际化的坚强决心与意志。 HIGER品牌名称与“更高的”英文单词HIGHER相近，HIGER的国际品牌推广语 就是HIGER TAKES YOU HIGHER，寓意：海格使您站得更高，看得更远。 2）企业精神与使命 企业精神：让我们的距离不再遥远。 企业使命：成为卓越的以客车为主的专业商用车制造厂商，为人们创造更加便捷的生活环境。 3 ）企业价值观体系 公司人才观——尊重、忠诚、相互合作、共同成长 公司市场观——品质至上，沟通至微，服务至优
苏州金龙客车有限公司面试经历 简历是在11月18号的上午投的，当场投简历的时候，就有两个金龙人事部门的人现场问你几个问题，对简历做初步的筛选。在现场投递简历的时候，我觉得金龙这次过来招人对英语水平很看重。问我的时候，那人事部的女孩第一个问题就是，你英语六级过了没？我说大二的时候就通过了，之后还一直坚持在学习，并且还考过托福什么的，然后她问我你的英语口语怎么样，我当时很自信的说没有问题。然后她就突然冒出了句：“Can I ask you some questions?”我回答“sure”，然后她就让我用英语自我介绍我的hometown，我随便说了几句，她好像很满意，说不错，然后看了看我的成绩单问我在班级里的成绩排名怎么样，看了看我专业课说我专业课还可以，问我想应聘什么岗位，我说我车辆专业的，很希望可以应聘技术研发，从事两年技术。她就在我的简历上写了技术研发方向。随后，她还问问了我对金龙了解多少，我说非常了解，然后我对她讲了讲金龙从98年在苏州建厂，以及近年来的海格客车出口以及与scania的合作，包括它们MRS2——manufacture resource planning 管理模式都说了，她最后问我知不知道金龙的企业精神是什么，我看过金龙的网页，很轻松的答出了“让我们的距离不再遥远。”这次初步的面试，我觉得自己表现得几近完美，那位孙小姐，也很满意，说如果有进一步的通知会打我手机的。 下午在起亚面试的时候，就接到了金龙的面试电话，说让我带上
一堆东西如笔照片，推荐表什么的，22号在体育馆门口等，他们会派车来接我们去他们公司面试。 22号，10点的时候，和两个一同接到电话的朋友坐在去金龙的higer客车上，发现一车18个人，前后左右，就我们4个是本科生，其他都是车辆专业的研究生，压力有点大。我在来之前，孙小姐就给我打了电话，说可能应聘技术研发会有困难，因为学历太低了，而且应聘技术研发的很多人都是有了工作经验的，所以还是希望我慎重考虑，她说她帮我把简历投到了海外销售的方向，她说希望我能把握好这个门槛，先进去再说，因为技术岗位的竞争太激烈了。我没办法只有同意了，当时同样还有几个研发方向研究生到了那里就改成了海外销售的方向。 到了金龙的时候已经11点多了，在公司简单的吃了个饭，食堂很大，金龙的环境很不错，食堂的菜也很好吃，最让我怀念的还是金龙的橘子，不知从哪里搞来的，好甜，我的那个早早吃完了，我同学见我吃完了还把他的又分给半个，在此表示感谢，他叫刘卫春。 吃完午饭，孙小姐带我们到了一栋楼，在一间会议厅里，大家坐下来休息了一会，看了一会金龙的企业介绍短片，孙小姐便把我们分成几组，按照技术研发，海外销售，海外客服等应聘方向分开，然后开始笔试。不同应聘方向的试卷不太一样，我不知道他们的试卷什么