微通道换热器项目商业实施计划

1、.微通道换热器项目商业计划Business Plan for MCHX ProjectD， SD & S2006年 8月 18日.1. 背景1. Background1.1项目背景1.1 Project BackgroundMCHX（微通道换热器）是一种采用全铝材料制成的高效换热器。从技术上说，该项技术已经成熟并且已经成功运用于汽车空调系统，包括 R134a和 CO2系统。 MCHX (Micro Channel Heat Exchanger) is a high efficiency all aluminum heat exchanger. Technically this tech

2、nology has been mature and been successfully applied in automobile air conditioning system, both for R134a and CO2 system.在过去的一年半的时间内，铜材的价格持续上扬，而同时铝材的价格保持相对的稳定。现在铜材的价格几乎是铝材价格的3.5 倍。由于两种材料间存在着的明显的价格差异，以及微通道换热器全铝结构的特点，与传统的管翅式换热器（ T&F HX）相比较，微通道换热器具有明显的成本上的优势。在如今价格竞争日趋激烈的家用空调市场上，该成本优势具有足够的吸引力，让许多家用

3、空调生产厂商考虑采用微通道来替换管翅式换热器。In the lastone and halfyears,the copper pricesoared whilethe aluminum pricekept relatively stable, and the current copper price is almost 3.5 times ofaluminum price. Because of the significant price gap between copper andaluminum, there exists, compared to conventional tube an

4、d fin heat exchanger(T&F HX), great cost advantage for MCHX because of its all aluminum structure.In currentintensivepricecompetitionsituationforresidentialairconditioner(RAC) industry, this cost advantage has big enough attractiveness to the RAC OEMs to consider using MCHX to replace T&F HX

5、.D公司和 S 公司意识到了这个商机并且制定了本商业计划来开拓在微通道换热器市场上的合作。D and S see the opportunity and develop this business plan to explore cooperation for MCHX business.1.2微通道换热器可能的应用领域1.2 Possible Application Fields for MCHX虽然微通道换热器现在主要应用于汽车空调中，但是从长远来看，我们仍然可以看到它将在许多不同的换热场合得到运用， 因此以下的一些应用可以包括进本合作项目的应用领域范围：Although currentl

6、y MCHX is mainly applied in automobile AC, we can still see,in the long term view,the greatopportunitiesto applyingMCHXin variousheatexchanging situations and below industries can be included into the application range for this MCHX cooperation project:? 空调（家用和商用）Air conditioning (residential and co

7、mmercial)? 商用冷冻Commercial refrigeration? 发动机热回收Engine heat reclaim.?医疗设备Pharmaceutical equipment?干燥设备（洗衣机）Drying equipment (washing machine)本商业计划的第一步将主要关注家用空调市场，因为其拥有巨大的市场潜力，同时D公司和 S 公司在该领域内也拥有丰富的市场资源。For the first step, this business plan will mainly focus on RACindustrybecauseof its tremendous pot

8、ential, as well as market resources in this industry fromD and S.1.3容量范围1.3 Capacity Range关于容量范围，我们将主要关注 30 冷吨以下的市场，该市场主要覆盖了家用和轻型商用空调市场。对于更大的容量，可以采用换热器并联的方式来实现，因此不会在本商业计划中涉及。Regarding the capacity range, we ll basically look at the market of capacity below 30 ton, which covers the market for residen

9、tial and light commercial ACindustries. For the bigger range, it can be easily reached by paralleling MCHX, thus will not be discussed by this business plan.1.4 D 和 S优势1.4 Advantages of D and SD和 S 都对该合作计划有浓厚的兴趣，并且互相将对方视为最好的合作伙伴。我们都相信双方拥有可以互补的独特优势，从而自然形成了最好的合作组合。Both D and S are very interested in t

10、his cooperation project andsee each otheras the best cooperation partner because we believe both sides have their unique advantages which are complementary to each other, forming a naturally excellentcombination to this cooperation.D是一家为制冷与空调行业提供部件和解决方案的专业公司，可凭借其如下优势对本项目提供帮助：D is a professional comp

11、onent and solution provider forR&AC industries, whichcan mainly contribute to the project with their exceptional advantages in? 应用知识Application knowledge? 研发能力R&D capability? 市场信息Market informationS 是国内领先的制冷和空调设备部件的供应商并且在如下方面具有突出的优势：S is a Chinese leading supplier for RAC components and has

12、great advantages in? 丰富的制造经验，尤其是大规模生产的经验Manufacturing experience, especially for mass production? 家用空调市场信息和资源Market information and resources in RAC market.1.5合作模式1.5 Cooperation Mode该商业计划的合作模式如下：This business plan is aiming at a cooperation mode as below.? D和 S 成立合资公司，投资比例为 50%：50% A JV by D and S,

13、 50% to 50%? 独立运作Independent operation我们采用这种合作模式的理由如下：The reasons why we prefer this cooperation mode are listed as below.? 巨大的市场潜力Huge market potential微通道换热器的市场非常巨大，足以提供一个独立的平台来进行操作。The market for MCHX is big enough to provide a platform for an independent operation.? 快速反应的必要性Necessity of fast resp

14、onse该市场已经进入了快速增长的阶段，因此快速的反应以及迅速的决策是该计划的关键成功因素。The industry has entered into the fast growing phase, and fast response and quick decision are the key success factors for this business.2. 目标市场及投资规模2. Target Market and Investment Scale如前所述， 该计划第一阶段的目标市场是家用空调市场。考虑到微通道换热器在用作蒸发器时仍存在一些技术问题（如冷凝水的排放，回油问题等），本

15、商业计划主要关注其在单冷空调中作为冷凝器的应用。为了能够加快该项计划的实施，中国（占全球制冷空调市场 70%份额）被选为第一阶段的目标市场。As statedbefore, the targetmarket for this projectfor the first stage is RACindustry.Consideringthere still some technicalproblems (such as condensatedrainage,oil return,etc.)to use MCHXas evaporator, the condenser for coolingonly

16、 type RAC is the major application for this business plan. In order to facilitate the project quickly, China, which covers 70% of RAC production in the world, is selected as the target region for the first stage.2.1市场情况2.1 Market Situation?市场规模Market size2005 年中国家用空调市场总体规模1如图 1 所示。1 is showed in Fig

17、ureThe overall market size in 2005 for China RAC market1.16百万台m.unit359分体冷暖型 /Split type, reversible分体单冷型 /Split type, cooling only窗机 /Window typeFigure 1: China RAC Market, 2005从该图中我们可以看出，中国 2005 年的制冷与空调市场的市场规模为6 千万台，其中有将近 2 千万台是单冷型（包括窗式和分体式）。From the figure we can see that the overall market size

18、for China RAC is 601 “中国家用空调市场规模”是指中国家用空调器的生产量，而不是中国市场的销售量。大部分中国生产的家用空调都用于出口。The “ China RAC market size” refers to the production quantity of RAC in China, but not thesales of RAC in China.Major part of China production is for overseas business.m.unit, among which around 20 m.unit are cooling only

19、type (including window type and split type).? 单冷空调的市场趋势Market trend for cooling only单冷空调和热泵空调在价格上的差异保证了市场对于单冷空调的需求，因此单冷空调市场在未来仍将保持平稳的发展。根据对中国一些主要的家用空调客户所做的调查，单冷空调市场将会在未来 5 年内保持 7%的增长。The market for cooling only type will keep stable in the future, because the price difference between cooling only ty

20、pe and reversible type ensures thedemand for cooling only type. Based on the sample investigation for some key accounts in China RAC market, the cooling only market will grow at 7% in the next 5 years.? 价格的敏感性Price sensitivity由于在家用空调市场中激烈的价格竞争，家用空调的利润目前已经十分有限，空调厂家对于配件的价格都非常敏感。因此，如果一项新技术能够将成本降低 10%，其

21、需求将会非常巨大，而用微通道换热器来替代管翅式换热器来作为冷凝器使用也恰恰就是这种情况。Due to the intensivepricecompetitionin RACindustry,the margin space forRAC is very limited currently and RAC OEMs are very sensitive to componentprice. Therefore,therewillbe definitelyhuge demand forsubstitutionifthere is 10% cost reduction possibility for

22、 new technology, and this is exactly the case for MCHX replacing T&F HX for condensers.? 用户的兴趣Customers interests已经有一些家用空调厂家对微通道换热器产生了浓厚的兴趣：Some RAC customers have already showed great interests in MCHX technology:? 松下Matsushita松下对于微通道换热器显示了浓厚的兴趣，并且承诺如果该产品成功投产，会有大量的需求。Matsushita is very interest

23、ed in MCHX and they promised huge demand if the product is available.? 海信HiSenseS 给海信提供了三种类型的微通道换热器样品进行测试 （测试结果将会在后面分析）。S provided them three types of MCHX samples for testing (the testing result showed in below pages).? TCL TCL当 TCL了解到相关的微通道换热器的消息时，他们主动地和S 进行了联系。TCL contacted S actively when they h

24、eard about the news on MCHX.? 长虹ChanghongChanghong也对微通道换热器表示了兴趣。Changhong is also interested in the product.2.2微通道换热器产品竞争优势分析2.2 Competitive Advantages Analysis for MCHX Product相比较于传统的管翅式换热器，微通道换热器 在如下方面 有着明显的优势从而具有很强的竞争力：Compared to the conventional T&F HX, the MCHX product has prominent advant

25、ages which provide it great competitiveness.? 高效率High efficiency由于微通道换热器杰出的性能，和传统的管翅式换热器相比较，其传热系数有明显的提高。根据在海信的样品测试结果， 10 孔的微通道换热器其传热效率平均提高了59%， 4 孔的达到了47%。Because of MCHXs outstandingperformance,the heat transferefficiencycanbe improved a lotcompared to conventionalT&F HX. Thesample testingresul

26、tin HiSense showed an average improvement of 59%for 10-hole MCHXwas reached, and 47% for 4-hole MCHX was reached.? 体积小，重量轻Compact size and light weight由于微通道换热器的高效的特点， 其外形尺寸及重量都比管翅式换热器要小。例如，在海信的测试的微通道换热器样品比管翅式的要小20%，而重量则轻3040%。Because of the high efficiency characteristics of MCHX,the size and weight

27、 can be reduced compared to T&F HX. For example, the MCHX sample tested in HiSense is 20% smaller than T&F HX, and the weight is 3040% lower.? 制冷剂充注量Refrigerant charge因为微通道管的内容积要远小于管翅式换热器，所以制冷剂充注量也能够减少，即使在系统中需要增加贮液器的情况下亦是如此。研究表明，在采用微通道换热器作为冷凝器时，制冷剂的充注量平均将减少30%。Because the internal volume of

28、MC pipe is much smaller than T&F tube, therefrigerant charge can also be reduced, even there might need an additional receiver in the system. Research shows averagely 30% lower charge can be reached because of the introduction of MCHX condenser.将来如果微通道换热器的应用扩大到蒸发器，则该优势将会更加明显，因为蒸发器中的制冷剂量会大幅减少，并且系

29、统不需设置贮液器。If in the future the application of MCHX is expanded to evaporator, this advantage can even be much larger considering the charge reduction in evaporator and no need for receiver.? 成本优势Cost competitiveness.由于铜材和铝材之前巨大的价格差异以及重量上的差别，微通道换热器相比管翅式换热器有着巨大的价格优势。从样品的分析可知，其成本只有管翅式（ 9.52 ）的57%。实际上，现有

30、的样品还需要进一步完善（通过减小管壁厚度以及管的数量），这样成本降低的潜力还能更大。Because ofthe lower weight andthe big price differencebetween copperandaluminum,there willbe greatcost competitiveness forMCHXcompared toT&FHX. The analysis for the testing sample shows 43% lower cost than T&F HX( 9.52). Actually the sample need to b

31、e optimized (by reducing the wallthickness of MC pipe and the pipe number), and the higher cost savingpotential can be reached.如果在将来，我们能将微通道换热器应用于蒸发器，则成本节省空间将会更大。And if in the future,we can apply MCHXto evaporator,the cost saving spacewill be much larger.? 大规模生产Mass production微通道换热器的结构决定了该产品适合于大规模生产

32、。通过确定一系列的标准扁管（不同的孔数和管尺寸） , 可以很容易地对微通道换热器进行标准化，从而可以通过调整扁管数量来满足客户对于换热量的不同需求。而 S 在低成本大规模生产方面的经验无疑将给本项目带来益处。The structure of MCHX (MC pipes and fins) determines that this product issuitable for mass production. It can easily be standardized by defining aseriesof standard pipes(differenthole numbers and

33、pipe size)and can meetdifferentrequirement ofheat transfer by changing thenumber of pipes. AndSs experiences in managing mass productionwith costcompetitiveness willsurly benefit this project.? 季节能效比（ SEER）的提高SEER improvement研究发现当房间空调器采用高效的微通道换热器时，系统的 SEER可以得到提高。 考虑到许多国家对 SEER有严格的标准，这将有助于微通道换热器的推广。R

34、esearch shows the improvement in SEER can bereached for RACadopting highefficiency MCHX. This will help the promotion of MCHX considering that alot of countries are having strict standard on SEER performance for RAC.2.3合资方式的优势分析2.3 Competitive Advantages Analysis for the JV CooperationD和 S 都认为成立合资公司

35、是最好的战略选择，其理由如下：Both D and S see the cooperation for a JV as the best strategy option with the rationale as below:? 制冷知识和生产经验的结合Combination of refrigeration know-how and manufacturing experience合资公司将会从D 和 S 的结合中获得巨大的竞争力。同一些国际公司（如Modine和 Delphi ）相比，合资公司在成本控制上拥有优势。而和许多中国本土的潜在竞争对手相比，合资公司的优势则体现在在微通道换热器和制

36、冷系统的研发和技术上。The JV will gain great competitivenessfrom the combination of D and S withtheir advantages. Compared to international companies like Modine, and.Delphi, the JV has advantages in cost control. And compared to potential local Chinese competitors, the JV has advantages in R&D capability

37、and technology know-how about MCHX and refrigeration system.? 用户资源Customer resourceD和 S 在家用空调和轻型商用空调行业中都拥有坚实的用户基础，这样能使该合资公司轻松地进入市场并且迅速壮大。Both D and S have solid customer base in residential and light commercialAC industries, which can enable the JV enter into the market easily and expand quickly.? 首

38、先进入家用空调市场的优势Advantage of first entrant for RAC industry如今，在中国的家用空调市场并没有微通道换热器的供应商，该合资公司的建立和迅速成长将会对新进入该行业者构成进入壁垒。Currently there is no MCHX supplier for China RAC industry, and the setupand rapid growth of the JV will form an entry barrier to other newcomers into this industry.? 持续的降成本能力Continuous co

39、st reduction capability利用 D的技术知识和 S 的制造经验，该合资公司将在微通道换热器的成本优化方面拥有很大的空间，而这也能增加合资公司在市场上的持续竞争力。With D technical know-how and S s manufacturing experience, the JV hasbig space for cost optimization for MCHX,which will provide the JV continuous competitiveness in the market.2.4目标投资规模2.4 Target Investment

40、Scale根据市场规模、以及D 和 S 的市场资源及经验，我们的目标投资规模如下：According to the market size and the market resources and experiences of D and S, we target the investment scale as below.表 1：目标市场投资规模Table 1: Target investment scale年份第一年第二年第三年YearYear 1Year 2Year 3产能（百万套）Production capacity*(m.unit).3. 技术可行性分析3. Technical F

41、easibility Analysis3.1 1.5hp微通道换热器样品测试3.1 Sample Testing for 1.5 hp MCHXS 在海信的 1.5 匹机上对一些微通道换热器样品进行了测试。测试结果证明了微通道换热器用于冷凝器的可行性以及它和传统的管翅式换热器相比所体现的优势。主要的测试结果如下所列：S testedsome MCHXcondenser samplesin HiSense in its1.5 hp RAC. Thetestingdemonstrate the feasibility of using MCHX as condenser in RAC as wel

42、l as theadvantages of MCHX compared to conventional T&F HX. The main testing resultsare showed as below.? 效率Efficiency在测试中发现机器的效率得到了很大的提高。和管翅式换热器1( 9.52) 相比较，微通道换热器1（10 孔）和微通道换热器 2（ 4 孔）在能效上分别提高了45%和 34%。并且和管翅式换热器 1( 7) 相比较，分别提高了72%和 59%。Big efficiency improvement was found in the testing. Compa

43、red to T&F HX 1( 9.52), the efficiency of MCHX1 (10-hole) and MCHX2 (4-hole)reached 45%and 34% respectively. And compared to T&F HX 2 ( 7), it reached 72% and59% respectively.表 2：微通道换热器1(10 孔 ) 和 管翅式换热器 1( 9.52)及管翅式换热器 2( 7)的比较Table 2: MCHX 1 (10-hole) compare to T&F HX 1 (9.52) and T&am

44、p;F HX 2 (7)换热器类型微通道 1(10孔 )管翅式 1( 9.52)管翅式 2（ 7）HX typeMCHX 1 (10-hole)T&F HX 1 ( 9.52)T&F HX 2 ( 7)冷凝温度 ( )Tc=48Tc=50Tc=48Tc=50Tc=48Tc=50Condensing temp. ()传热量 (W)6,0687,0024,1734,8123,5224,077Heat transfer (W)能效提高率（ %）N/AN/A45%46%72%72%Efficiencyimprovement (%)表 3: 微通道换热器 2(4孔 ) 和 管翅式换热器

45、1( 9.52) 及管翅式换热器2( 7) 的比较Table 3: MCHX 2 (4-hole) compare to T&F HX 1 (9.52) and T&F HX 2 (7)换热器类型微通道 2(4 孔 )管翅式 1( 9.52)管翅式 2( 7)HX typeMCHX 2 (4-hole)T&F HX 1 ( 9.52)T&F HX 2 ( 7)冷凝温度 ( )Tc=48Tc=50Tc=48Tc=50Tc=48Tc=50Condensing temp. ( ).传热量 (W)5,6036,5094,1734,8123,5224,077Heat tr

46、ansfer (W)能效提高率（ %）N/AN/A34%35%59%60%Efficiencyimprovement (%)? 压降Pressure drop微通道换热器和管翅式换热器1 相比较，压降几乎相同。同管翅式换热器2 相比较其压降降低较大。Compared to T&F HX 1( 9.52) , the pressure dropis almost thesame. Whilecompare to T&F HX 2 ( 7), the pressure drop of MCHX reduces a lot.表 4：压降测试结果Table 4: Testing res

47、ult for pressure drop微通道微通道 2(4管翅式管翅式管热换热器类型1(10 孔 )孔 )1( 9.52)器 2( 7)HX typeMCHX 1MCHX 2T&F HX 1T&F HX 2(10-hole)(4-hole)( 9.52)( 7)冷凝温度48时的压降（ MPa）0.0220.0190.0140.091Pressure drop under Tc = 48 (Mpa)冷凝温度50时的压降（ Mpa）0.0320.0280.0230.119Pressure drop under Tc = 50 (Mpa)? 外形尺寸及重量Size and wei

48、ght和管翅式换热器相比较，微通道换热器样品在外形尺寸上要小20%，重量上要轻30%40%。The size of the MCHX sample is 20% smaller than T&F HX, and the weight is 3040% lower.3.2应用经验3.2 Application Experiences由于其良好的承压能力、 紧凑的外型以及轻巧的重量，微通道换热器在汽车空调行业的 R134a 系统中得到了长期的应用。这些实际的应用经验表明了微通道换热器用作空调系统换热器的技术可行性。 美国德尔福公司已经给约克供应了两年的微通道冷凝器， 并已开始为美国开利开发

49、微通道冷凝器。此外，据说德尔福已经开发出了家用空调器用的微通道蒸发器， 并将马上推向市场。摩汀公司也已经为韩国的家用空调市场开发出了微通道换热器（包括冷凝器和蒸发器）。MCHXhas been applied inR134a system for automobile AC industry fora long timebecause of itsoutstandingcharacteristicsin high pressureresistance,compactsize, light weight, etc. These application experiences demonstrat

50、e thetechnical feasibility of using MCHX as heat exchangers in AC system. DelphiUS has supplied MCHX condensers for RAC to York for about 2 years and has beendeveloping MCHX condensers to Carrier US. And it was said that Delphi hasfinished thedevelopmentof MCHXevaporatorfor RACand willreleaseformarket.soon. Modine has also develo