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On November 15-16, 2018, the first China Zhangjiakou Hydrogen and Renewable Energy Forum was held in Zhangjiakou, which was hosted by Hebei Provincial Department of Industry and Information Technology, Zhangjiakou People's Government, and the China Electric Vehicle Hundred Talents Association, and organized by Zhangjiakou Municipal Bureau of Industry and Information Technology with the theme of "promoting energy revolution through coordinated development". The high-level forum in the morning of November 16 focused on the development of energy consumption revolution and green low-carbon energy system; Renewable energy has become the challenge and opportunity to deal with the energy transformation; Development trend of hydrogen energy application at home and abroad; Formation and investment of hydrogen energy network; Policies and regulations required for hydrogen energy development; The bottleneck of large-scale industrialization of fuel cells is unfolding. Leaders from domestic and foreign governments and relevant departments, experts and scholars in hydrogen energy industry research, and enterprise representatives in automobile, energy, and other fields expressed their views and had in-depth exchanges.

Gu Dehua, Vice President of Foton Commercial Group, attended the conference and delivered a speech. The following is the transcript of the speech:

Good morning, experts and leaders! All the experts introduced above are technical experts and experts in the field. I am from Foton, BAIC Motor Corporation. I am mainly engaged in high-end heavy and light trucks and pickup trucks. The topic I reported to you is "seize the opportunity, cooperate with innovation, and promote the marketization process of hydrogen fuel commercial vehicles". I have reported some ideas to you before, because I have been doing commercial vehicles for more than ten years. From 2003, especially in the field of commercial vehicles, when I was doing diesel vehicles, National Zero, National One, National Two, and Blue Sky Defending the Warring States Six, commercial vehicles have gone through 60 years of development in developed countries. In this process, the pressure on all enterprises, our country, our government, our production, education and research, especially on our terminal customers is extremely great, So we should do a good job in the terminal market, so that customers can buy and use well, so that all our core technologies, such as fuel cells and our hydrogen, can be used well. If this link is cleared up, there may be many bottlenecks in our entire process of industrialization development.

First, the entire hydrogen energy is an important guarantee for the future energy structure and transformation. Many leaders and experts have said a lot in these two days.

Second, national policies. In particular, the fuel cell policy has a policy guarantee for the mass production and large-scale demonstration application of battery vehicles. In particular, the subsidy has declined in recent years, which brings great pressure. Academician Minggao mentioned yesterday that if the exit mechanism of the entire fuel vehicle is clarified in 2035, it will be extremely important for future customers, including enterprises.

Third, financial subsidies. This is a very important thing, which has been mentioned in the reports of all leaders and experts. Because now we have two demonstration cars in Zhangjiakou, including in Beijing. One is a bus and the other is a truck. From the perspective of the overall purchase cost, it is extremely high. Even though the national subsidies and local subsidies are relatively high, the overall use cost, maintenance cost and operation cost are, Minister Huo of Zhangjiakou mentioned just now that it is a challenge for customers.

The current market situation is mainly trucks.

Development and challenges, the promotion and application of fuel cell vehicles, in fact, focus on the end customer perspective. First, the purchase cost is too high, second, the use cost is too high, third, the maintenance. If we want to do this well, there are some thoughts and preparations.

However, the trend of marketization is not optimistic. That is to say, from 2003 to now, China's plan has all realized the upgrading of environmental protection, that is, market upgrading and product upgrading. There is no doubt about the technical direction and drive. In the future, it will certainly enter a stage of marketization, which must be done well, otherwise the enterprise may be eliminated in the future.

Second, some ideas on the development and application of fuel cells for Foton commercial vehicles.

First of all, a brief introduction is given to Foton. After 22 years of rapid development, Foton Motors, especially commercial vehicles, has become the country's leading and China's largest commercial vehicle enterprise. Foton Motors has produced and sold 8.29 million vehicles, ranking first in China's commercial vehicles for many years, ranking first in the world's commercial vehicles for many years, exporting 560000 vehicles overseas, and ranking first in China's commercial vehicle exports for six consecutive years. Second, brand leadership. Because Foton has paid special attention to the improvement of its brand in recent years, the brand value of Foton has reached 132.8 billion, ranking first in commercial vehicles for 14 consecutive years. Leading the way in strength, Foton has an existing asset of 86.1 billion yuan and an operating income of 93.7 billion yuan in 2017. Standards lead, because the whole Foton and Tsinghua have participated in the formulation and implementation of standards with the whole industry, and have more than 7000 patents, which play an important role in leading the industry in national major projects such as safety, emissions, fuel consumption, etc.

The development goal of FOTON fuel cell vehicles is to target users precisely, focus on solving user pain points, and create customized urban distribution intelligent interconnection solutions for users. Customized charging, customized products and customized services. The use cost and maintenance cost include second-hand cars, because it is not time for second-hand cars at present. If the performance of second-hand cars declines in three or five years, the disposal of second-hand cars is also very big.

Foton Automobile is committed to the matching and solution of fuel cell vehicles. The first link is the available solution, which is made in Zhangjiakou. Second, the freight solution is to enrich product resources, so that customers can have more choices. In terms of this product, passenger cars have basically become the third generation products, and trucks have also become the second generation products. Moreover, the variety of products is becoming more and more abundant, giving customers diversified choices. Only when customers can use cars can our advanced technology be well implemented in the future.

Foton fuel cell mainly builds two platforms to meet the needs of customization and provide customers with solutions. The first one is truck platform, light truck and heavy truck. The picture shows our second-generation light truck products. The first generation should be in 2015. It can also be used in that process, because hydrogen bottle containers account for 1/4 of the total, so the customer value is not high. This time, our cargo box is about 19 cubic meters, which is similar to that of normal trucks. The customer is more receptive to improving the performance of the product without affecting the customer's use value. The second bus VAN is the same. If the use scenario and working conditions can meet the customer's needs, the customer's purchase rate will increase. Only with the implementation of our policies, can we arouse the customer's interest.

Second, Foton fuel cell distribution truck and the third generation fuel cell are under development. Welcome to visit and guide. There are fuel cell trucks and buses that we are going to put into trial operation at the gate of the venue.

Third, we hope to create an ecosystem of industrial connectivity and provide solutions for customer operations. Why collaborative innovation? As a complete vehicle enterprise, we prefer to cooperate well with Yihuatong, enterprises of related parties, and Tsinghua University based on customer demand and customer value. We build a customer centered value chain based on the Internet of Vehicles, big data, and cloud platform, build an Internet ecosystem for the Foton automobile industry, and provide better Internet of Vehicles solutions for the entire end customer. At the closed door meeting yesterday, someone said that only in this way can we reduce the use cost of customers, and then we can better use our products.

Third, a good second-hand car processing platform, which is also a big pain point in the future. The promotion of the whole car does not include the treatment of batteries and batteries. It is also an important aspect of our thinking to get through the evaluation, acquisition, and replacement of batteries of second-hand cars, and to achieve the value maintenance and appreciation of second-hand cars and extend the life cycle of cars.

Finally, we hope that Foton will make the whole fuel cell vehicle a systematic solution, comprehensively promote the intelligent process of new energy vehicles in the future, promote smart cities and green cities, so as to do a good job in the whole systematic operation.

Foton is an open enterprise. We have relevant cooperation with various industrial chains and suppliers across the country, including terminals and technologies. We hope that leaders present here will have the opportunity to visit us and guide us. We will work together to build our future hydrogen industry and accelerate the strategy of the whole country.

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