Author: Li Congying, China Water Conservancy and Electric Power Materials Group Co., Ltd
Breaking into the market, reclaimed water materials spare no effort; Energetic, the marketing staff took the lead and took the initiative to move forward. From the conservative progress of the older generation with market-oriented genes to the release of market-oriented kinetic energy to become the head enterprise of material supply in the power industry of central enterprises, China Water Conservancy and Electric Power Materials Group Co., Ltd. (hereinafter referred to as China Water Materials) is going wider and faster on the road of real marketization.
Solution guidance for a high-quality start
Under the premise of adhering to the concept of "ultimate specialization and true marketization", China Water Materials takes value creation and efficiency improvement as the central task, takes enhancing the core competitiveness of the trade and logistics industry as the main line, strengthens the coordination ability of the upstream and downstream of the supply chain, and amplifies and consolidates the advantages and support of market-oriented business. Under the guidance of national policies and driven by the power market, since the "first year" of the resumption of the market-oriented business of China Water Conservancy Materials in 2022, the company has successively issued the "Guiding Opinions on the Management and Control of Market-oriented Business Contracts of China Water Conservancy and Electric Power Materials Group Co., Ltd. (China Datang Group International Trade Company)", "Administrative Measures for Market-oriented Business Procurement of China Water Conservancy and Electric Power Materials Group Co., Ltd. (China Datang Group International Trade Company) (Provisional)", and "China Water Conservancy and Electric Power Materials Group Co., Ltd. (China Datang Group International Trade Company)" Guiding Opinions on the Coordinated Development of the External Market (Trial)" and a number of management measures and opinions around "market-oriented development" have pointed out the direction for the development of marketization.
If we want to play a truly market-oriented "first move" and practice a "killer move," it is far from enough to have documents and opinions. At the 2023 annual marketization work retreat, China Water Materials proposed for the first time "three methods" to identify the source of marketization increment - to copy the existing mature business "from the inside out"; Supplement the business, "people have what I don't" imitation and transcendence; The model is refined and updated, and "no one has what I have" to achieve originality. It is bound to be in hard work, run the "relay race" of marketization, and hold the "bull's nose" of development. China Water Materials realized that in the process of marketization, we should pay attention to brand building, maintain and establish a big brand of "100 years of water reclamation", and at the same time, we also need to dismantle the "fence wall" and bravely enter the "no man's land", so as to build 4 high-end consulting services and 1 international trade characteristic sub-brand. In the process of marketization, we practice "strong chain with chain, and supplement chain with missing chain", constantly establish customer base, grasp core customers, do a good job in customer maintenance by classification and classification, and maintain the basic plate of stable and sustainable market-oriented income. From "I want to be market-oriented" to "I want to be market-oriented".
Lean management promotes a leap forward in marketization
The direction determines the road, and the road determines the development. If you want to stand out in the market competition, you must base yourself on the advantages of the enterprise and the characteristics of the industry, continue to make efforts in the "city", and temper the advantages into a winning trend. To this end, this year, China Water Materials has carried out in-depth "total to total" marketing. Improve the collaborative working mechanism of market development between professional companies and regional companies, actively transmit and decompose the responsibility of market-oriented work objectives, and formulate a marketing plan of "one enterprise and one policy".
The concept is wide in a change of world. In order to build the market-oriented core competitiveness of "not moving, not crushing, and not dismantling", China Water Materials has further promoted the transformation of the three modernizations of the trade business, effectively controlled the risk and achieved the steady growth of trade profits through the service, productization and platformization of the trade business.
Turn the "main responsibility and main business" into a "golden signboard". This year, China Water Materials will continue to upgrade its service-oriented business to "high-end". Focus on building procurement consulting, Xiwei procurement, supermarket sharing, supervision and inspection, joint procurement and other service businesses, and according to customer needs, provide service menus, personalized selection by customers, and carry out supply chain customized construction services.
Starting from procurement management consulting, procurement strategy research, cost and quality control, the company promotes "procurement consulting" services such as procurement management system construction, procurement management team formation, system output, supply chain analysis and research, procurement plan preparation, cost consulting, supplier sourcing, etc., so as to expand customers to carry out "joint procurement"; Starting from the digitalization and intelligence of the whole process, we will recommend the "Xiwei Recruitment" service with complete basic functions and special functions such as "one-click bid clearance" and "procurement early warning"; Strengthen the drainage function of "Xiwei Recruitment", use Xiwei Mall as a platform, and use the existing framework long-term agreement to collect materials as products, promote "supermarket sharing" services, realize matching transactions, improve brand influence, and expand the share of digital products such as digital exhibition halls and smart sourcing; Based on the equipment supervision team covering 1,250 suppliers across the country, the new model of "integration of supervision and inspection" and the tower inspection robot "Zhijian No. 1" are featured to promote the "supervision and inspection" service; Adhere to the "three-out" strategy, explore engineering, cleaning, security, catering and other subdivided service formats, promote the office project committee, customer service, conference services and other business market development work to create the "Xingyuan Property" brand.
Forge ahead and work hard to achieve all-round success
In order to enhance the core competitiveness of the trade and logistics industry and improve the per capita efficiency level, China Water Materials has formulated a scientific and reasonable market-oriented profit incentive plan, and the salary mechanism is diversified, which effectively avoids the "high-level big pot rice". "Do it to give", the employees took the initiative to run the market, actively grabbed the project, and the enthusiasm was high, and the sense of gain soared.
The momentum of breaking into the market is sufficient, and the continuous enhancement of its own "hematopoietic" function has made the road of market-oriented benefits wider and wider. A few days ago, the market development work showed a good trend, and the profit outside the system exceeded the planned progress. As of the end of September, market-oriented development completed 99.76% of the annual target, an increase of 30.6422 million yuan or 53.62% year-on-year.
As of the end of September, the procurement agency business has completed 1,661 high-quality procurement targets, with a purchase amount of more than 12 billion yuan and a profit of 19.9587 million yuan. During this period, the average procurement cycle was strictly controlled within 25 days, and there were no service quality incidents such as owner assessment and supplier complaints. In terms of public selection and bidding, it was successfully selected into the list of procurement agency services of Mongolia Energy Group from 2024 to 2026. Together with Chengdu Company, we gave full play to our respective advantages and successfully won the bid for the 100MW/200MWh electrochemical energy storage demonstration project in Anyue County, Sichuan Investment New Energy and the bidding agency business of Longquan Hongming Electronic Photovoltaic + Energy Storage Project; The consulting company has made a total of 90 market development bids, won 22 bids for projects outside the system, won the bid amount of 12.7402 million yuan, and signed two strategic cooperation agreements. Successively won the bid for the new energy projects of the Three Gorges Group, the Northwest Institute of Thermal Power and other design institutes, and local energy enterprises, and once again won the bid for the wind turbine tower frame project of Dongfang Electric, realizing high-level mutual visits, expanding business types and consolidating cooperative relations; The e-commerce company has signed 7 marketing partners for market development, and the "circle of friends" has expanded to 14. 21 new non-group users such as Jiangsu Guoxin, Henan Senyuan, Jiuquan Green Energy, and Qingdao Urban Investment were added, and the number of non-group users reached 74, and the transaction scale increased by nearly 5 times year-on-year. The property company is deeply engaged in the field of high-end services, continuously improves service quality, optimizes service processes, and strives to provide owners with more "intimate" and "assured" high-quality services. As of the end of September, a total of 7 market-oriented projects have been signed, among which Tangyun Branch of the property company has been shortlisted for the designated unit of the 2024-2026 annual meeting of Central Mining.
From "I want to be market-oriented" to "I want to be market-oriented", from "practicing internal skills" to "standing firm", from "main responsibility and main business" to "golden signboard", Zhongshui Materials has interpreted "ultimate specialization and real marketization" with a vigorous and high-spirited spirit of hard work.