- Source: Liancheng Group
Work together 2019 年连成集团夏季销售峰会上的讲话 Comprehensively do a good job of sales——Speech by Chairman Zhang Xiaomiao at the 2019 Liancheng Group Summer Sales Summit
Dear General Managers, Deputy General Managers and Directors:
good morning, everyone!
Today, the senior management of our group company once again gathered in Taicang to hold the company's annual summer sales summit. First of all, thank you and all staff for their hard work and dedication this year, everyone has worked hard!
, 集团生产产能大幅增强，技术研发取得长足进步。 Since the beginning of this year, all the work of the group company has been closely focused on the work idea of “grabbing efficiency and promoting growth”. The company's sales performance and sales repayments have again increased, the benefits have been further improved , the group's production capacity has been greatly enhanced, and technology research and development has made great progress. . The newly completed Liancheng Group Building is undergoing intensive renovations, and preparations for the Group's Taicang Industrial Park Phase II project are progressing in an orderly manner. In order to increase the scientific and technological research and development strength of the group company, Liancheng Hydraulic Research Center was jointly established in Zhenjiang and Jiangsu University to strengthen the research and research on the hydraulic performance of the pump.
Let me review and summarize the work of the previous five months with you
1. The sales of the group company maintained a good development trend, and the growth rate basically reached expectations.
5 月份，集团销售签单业绩比去年同期增长 10% ，销售回款增加 12% ，合同质量有较大提高，经营效益有所增加。 As of May , the Group's sales performance has increased by 10% compared to the same period last year , and sales receipts have increased by 12% . Contract quality has improved significantly, and operating efficiency has increased.
54% ，比去年占比减少，工矿市场销售占比为 27.4% ，比去年占比有所减少，市政水利环保市场销售占比 18.5% ，比去年有所增加。 From the perspective of sales, the construction market accounted for 54% of the market share , a decrease from last year. The industrial and mining market accounted for 27.4% , a decrease from the previous year. The municipal water conservancy and environmental protection market accounted for 18.5% , compared to last year. Increased.
64.1% ，防洪排涝用泵增长 265% ，消防泵销售额增长 6.9% 。 Sales of pumps for the water sector increased by 64.1% , pumps for flood control and drainage increased by 265% , and sales of fire pumps increased by 6.9% . 12.7% ，电力、钢铁、化工等行业用泵的销售额都有一定的增长。 Non-negative pressure sales increased by 12.7% , and sales of pumps in the power, steel, chemical and other industries all increased to a certain extent.
Contract projects above the ten-million-yuan level in progress are progressing smoothly. 1200SLL-60 大型涡壳离心泵已交付 5 台，近期水利部领导到泵站现场参观，这个作为水利部的重点大型泵站改造项目，成为水利部泵站的标杆和典范。 The drainage pumps and other equipment in the Qingdao New Airport flight area have been basically delivered. Five 1200SLL-60 large-volute volute centrifugal pumps have been delivered to the Donglei Erhuang Bureau pumping station reconstruction project . Recently, the leaders of the Ministry of Water Resources visited the pumping station site. The Ministry's key large-scale pumping station reconstruction project has become the benchmark and model for the Ministry of Water Resources pumping station. 2000 多万元的泵设备已部分开始供货，徐州沛县饮水工程的 1000 多万的无负压设备已交付并安装一部分货物，用于曹妃甸海水淡化项目抽送海水的双向不锈钢潜水轴流泵已生产完毕。 More than 20 million yuan of pump equipment for the Guiyang Subway Project has been partially supplied. More than 10 million non-negative pressure equipment for the drinking water project in Xuzhou Peixian has been delivered and installed a part of the cargo for the two-way stainless steel diving of the Caofeidian Seawater Desalination Project to pump seawater. Axial flow pumps have been produced. 1400QH-72 高压潜水轴流泵，电压 10KV ，电机功率高达 710KW ，这批泵已生产完毕，这是目前我公司交付的高压电机功率最大的潜水轴流泵。 Fujian Quanzhou Beifeng Drainage Pumping Station Project, a total of eight 1400QH-72 high - pressure submersible axial flow pumps with a voltage of 10KV and a motor power of up to 710KW . This batch of pumps has been produced. This is currently the largest submersible shaft with high-voltage motors delivered by our company. Flow pump.
-- 引江济淮调水工程的水泵设备两个标段，金额达 1151 万元；唐山分公司中标的中冶京诚，金额达 1798 万；徐州分公司中标的沛县兴蓉水务，金额达 1674 万；四川分公司中标西部矿业新建玉龙铜矿项目水泵设备 940 多万元；湖北分公司中标武汉排涝泵站项目 840 多万元，该项目泵设备为口径 1400 抽芯式混流泵，也是我们目前中标的口径较大的该系列水泵。 In the first five months of this year, Anhui Branch won the bid for two major sections of water pumping equipment for the National Major Project -the Water Diversion Project from the Jinjiang River to the Huai River, with an amount of 11.51 million yuan; Tangshan Branch won the bid of MCC Jingcheng with an amount of 17.98 million yuan; Xuzhou Peking County Xingrong Water Company won a bid of 16.74 million yuan; Sichuan Branch won the bid of more than 9.4 million yuan for pumping equipment for the Yulong Copper Mine Project of the Western Mining ; Hubei Branch won the bid of more than 8.4 million yuan for the Wuhan Drainage Pumping Station Project . The equipment is a 1400 core-type mixed flow pump, which is also the series of pumps with larger calibers that we have won.
4 台潜水混流泵 1600QH-50 ，电机功率 1200KW 、电压 10KV, 是行业内目前最大的高压潜水混流泵，电机内置行星齿轮，该泵规格大，技术复杂，此项目对于公司来讲，在高压潜水轴流泵研发生产方面，又具有里程碑的意义，又一次开创了先河。 The rainwater pumping station constructed by Hebei Construction Group won the bid of Tangshan Branch. Among them, four submersible mixed flow pumps 1600QH-50 , motor power 1200KW , and voltage 10KV are the largest high-pressure submersible mixed flow pumps in the industry. The project is large and technically complicated. For the company, this project has a milestone significance in the research and development and production of high-pressure submersible axial flow pumps, which has once again set a precedent. 5 米的一体化预制泵站，是行业内直径较大的预制泵站。 Henan Branch won the bid for an integrated prefabricated pump station with a diameter of 5 meters, which is a prefabricated pump station with a relatively large diameter in the industry.
Second, production capacity has increased again, and output has further increased.
5 月份，泵、电气控制柜、成套设备等总产量达 129183 台套，比去年同期增长 14.3% 。 As of May , the total output of pumps, electrical control cabinets, and complete sets of equipment reached 129,183 units, an increase of 14.3% over the same period last year . 23.8% ，多级泵增长 5% 。 Among them, sewage pumps increased by 23.8% , and multi-stage pumps increased by 5% . 21% 。 Double suction pumps increased slightly, and electrical control cabinets increased 21% . Sewage treatment equipment also increased, and the output of some products such as single-stage pumps declined slightly.
3. Develop new products and reduce product costs.
19 种规格试制完毕，效率指标达到行业领先水平。 The technology center newly designed and developed a variety of specifications of high-efficiency double-suction centrifugal pumps this year, of which 19 specifications have been trial-manufactured, and the efficiency index has reached the industry-leading level. 1600HLQ 立式全调节轴流泵、 1600ZLK-100 开敞式轴流泵、 SLK350-660 × 2 两级双吸泵。 1600HLQ vertical full-adjustable axial flow pump, 1600ZLK-100 open-type axial flow pump, and SLK350-660 × 2 two-stage double-suction pump are also designed and developed . 12 种型号， 30 多种规格，新开发了智能监控 WBG 直联式供水设备和 ZWL （Ⅵ）三罐式管网叠压（无负压）供水设备，图纸设计已完成。 The air-conditioning circulating pump has been designed with 12 models and more than 30 specifications. The intelligent monitoring WBG direct-connected water supply equipment and ZWL (Ⅵ) three-tank pipe network laminated pressure (no negative pressure) water supply equipment have been newly developed . The drawing design has been completed. . CCCF 消防证书 25 个，型号规格 62 个，新增消防检测报告 32 个。 XBD100-150DV / DW has passed the fire test, and has added 25 CCCF fire certificates , 62 model specifications and 32 fire test reports .
4. Significant achievements in contract operations.
Established a branch operation manager evaluation system and a contract operation management platform to monitor the performance of each contract. The main planned delivery platform is implemented, and the delivery plan is reported by the branch every week to arrange production around the customer needs of the branch. Improved the quality of the product's outer packaging to ensure beautiful and reliable.
In the first five months of this year, thanks to everyone's efforts, we have achieved certain results in various tasks, but we should also clearly understand the problems and difficulties. The current major contradictions and problems are affected by the escalation of the Sino-US trade war. Many uncertain factors affect China's economic development; real estate companies are generally affected by macro-controls, which are strained by funds and cause some difficulties for the company to collect payments. Group sales orders have not increased significantly, and the sales performance of some branches has been weak. Information teams and technical support The team is weak and so on.
In the second half of the year, we will do the following key tasks: 1. Focus on the team building of the sales team.
Focus on the construction of the five major systems of financial, operational after-sale, technical support, and information teams. Some branch companies have a scientific, reasonable and efficient team structure, strong combat effectiveness, and coordinated steps of all departments, which can well perform various tasks assigned by the company. The structure of some team members is bloated, the composition of the team is not reasonable enough, and the combat effectiveness is not strong, and they cannot fulfill the task targets assigned by the group company well. For employees whose performance is poor and cannot keep up with the company's development, the elimination should be eliminated.
Second, do a good job of the information work of the Design Institute.
Each branch company must set up a full-time design institute information staff, the information staff must be capable and responsible, unable to deal with things. The information officer is fully responsible for the business liaison of the design institute, focusing on strengthening the contact with the director and professional staff of the design institute, strengthening the integration of products and technologies into the map, and assisting the design institute in selecting and determining the plan. Regularly organize design institutes to hold technical exchange meetings, new product promotion meetings, etc., to guide design institute engineers to adopt Liancheng technical specifications and draft technical documents for bidding to improve the success rate of Liancheng tenders.
Third, do a good job in collections and contract operations.
This year's contract operation has done a good job. The sales receipts for the first five months have increased, but the company's funding gap is still under great pressure, affecting the company's rapid development. Some branch companies are very unsatisfactory in terms of repayment this year. Repayments have declined. The receivable branches must continue to maintain a good growth trend. Branches with poor receivables must take measures to speed up their efforts and strive to increase sales repayment.
The focus of contract operations should be on each link of contract performance, especially monitoring the performance of long-term supporting customers and large real estate companies, paying attention to the risk of payment, and controlling the receivables within a suitable proportion.
Fourth, in market development.
Focus on the development of municipal water conservancy, industrial and mining enterprises, environmental protection water treatment, subways, airports and other key areas, and strive to catch some large projects in these areas and place some large orders. It is necessary to focus on large-scale real estate strategic procurement and large-scale long-term supporting customers to support the stable growth of the Group's sales performance. Focus on key products such as non-negative pressure secondary water supply equipment, intelligent standardized pump room, high-efficiency double-suction pumps, large-shaft mixed-flow pumps, chemical pumps, integrated prefabricated pump stations, and environmentally-friendly water treatment equipment.
5. Continue to develop new products, reduce product manufacturing costs, and increase market competitiveness.
Focus on accelerating the development of a full range of air circulation pumps and high-lift single-stage fire pumps, and speed up the improvement of the specifications of high-efficiency double-suction centrifugal pumps. Focus on reducing the power of some single-stage pumps, double-suction pumps, sewage pumps, fire pumps, etc., which are higher than the counterparts, to increase sales performance. Continue to develop large-scale new products such as water utilization pumps, chemical pumps and environmental protection water treatment equipment.
6. Strengthen the training of all branches.
In particular, it is important to strengthen the training of technical support and marketing skills of each branch. In addition to the specialized training organized by the headquarters, the branch must often organize various training activities within the branch to enhance the cohesion of the team and improve the work ability and level of employees
7. Speed up the construction of the Group's Suzhou Industrial Park Phase II project, alleviate the contradiction between production and sales, and alleviate the tension between production sites.
Dear delegates: In the first five months of this year, thanks to everyone's hard work, the achievements of the Group's various work are certain, but our sales tasks are still very difficult and there are still many difficulties. Through this meeting, all branches as long as Uniting together, working together, fighting spirit and hard work, will certainly be able to successfully complete the tasks assigned by the group! Finally, I wish you all good health and happy work! I wish this conference a complete success!