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Zhou Bin: Cracking Small And Medium Enterprises' Financing Difficulties

2011/10/25 15:00:00 29

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The power of science and technology in the parallel conference of China clothing Convention: igniting the brand's future engine

Senior assistant Zhou Bin, general manager of Minsheng Bank Retail Banking Department

Dear hosts, dear friends of entrepreneurs, I am very happy to do such an exchange.

As I just said, the concept of small and micro finance, when I listened to Premier Wen in front of the TV set in October 10th, I was still a little bit.

Excitement

After all, the concept of small and micro finance was first proposed by the chairman of Minsheng Bank of China in 2008 for the proposal of the two sessions. After three years' practice of Minsheng Bank, the concept of "small and micro" has been talked about 9 times from the prime minister's mouth, and people who feel like doing small businesses are very proud.

So don't look at me as a colleague of a bank. I always have a dream. I want to be a business. We all do business together. In the past, banks seemed to be on the top all the time.

So what kind of example do I want to talk about? Ten years ago, if Mr. Zhang Ruimin was the seat, Zhang Ruimin's highest rank was the alternate member of the CPC Central Committee, the chief executive of Haier, and ten years later? Today, for a time, the private sector is not necessarily small, and the civilian battalion can do very well.

I want to talk about some understanding of the clothing industry.

As a consumer to understand this industry, may be more than the experts here, because just four speakers are listed companies, IPO, more than 10 billion, the domestic addiction, but also to London addiction, of course, this is a dream, very good.

But at home, how can I look at your industry as a consumer today?

First of all, I think China's

clothing

The textile industry should be a representative industry of China's reform and opening up, a representative of the rapid rise of China's private sector, and a symbol of China's entry into a well-off society.

The biggest changes that have taken place in Chinese people in the past 30 years are two. One is eating and the other is wearing. My son is 16 years old. He often asks, "what is your memory of your father at the age of 16? I have only one word" hungry ".

My son said I didn't feel hungry. I was always a hungry man. The clothes were always one, and the trousers were always three inches short. Because it was too fast, I said you buy five pairs of shoes a year, and I buy a pair of shoes a year.

China's clothing industry is dominated by the private economy. I am a man of Wuhan. Ten years ago, there were many friends in Wuhan. The Han style clothing was once brilliant, but it was falling rapidly like a meteor.

China is a manufacturing industry, because China is currently the world's tailor, but in the low end of the industrial chain, there is no bargaining power.

We bought a good shirt abroad, cut the trademark, and produced the made in China, which is very cheap, 30 yuan a piece. I often buy 5 pieces, and I buy 2800 yuan in the mall. I don't understand. Usually the clothes made by Chinese people sell 2800 in China and sell 30 over there. Why? It's easy to wear clothes in China's 1 billion 300 million population.

At the beginning of this year, we made an investment. We looked for a place to watch a stocking industry in Zhuji, Zhejiang, and invested 7 hundred million in it, and many investors did it.

Investigation and research

What is the relationship with the economic cycle? It has nothing to do with the economic cycle. No one has said that we should save the socks money, so we have found our goal.

So this cottage brand is very bumpy, you are a clothing enterprise, I believe you are the most headache, and the rapid rise of various resources makes our manufacturing profits very meager. At the same time, we can see overseas brands, whether they are front-line, second-line, deep inflow of the three line, come to China, plundering the domestic market, and gain huge profits from the industry.

On the contrary, our industry is not very good, so this is a new concept.

Then, the rapid development of the emerging electronic market and the impact on our traditional industries do not know that we feel a chill. No, I saw a news today. The boss of Metersbonwe said that he was going to peel it out of the report. Before long, comrade Ma Yun made a long and farsighted statement and finally made ninety thousand battles with him. Is this a good medicine or a bitter drink? I think it is clearer as a consumer.

What do we think foreigners are doing? People are constantly digging up Chinese elements. But we are also crazy about foreign names. We have some inexplicable names. There is a school in Wenzhou. There is a school in Dalian. There is a school in Wuhan. We think China's name is not good. We do not mean to attack. A very normal Chinese name is great, called Metersbonwe.

You can take a look at Hermes. It's a great one. I visited the shop in Shanghai.

Armani entered the hotel from clothing into the hotel and entered the whole series. We can see the idea of top brand operation in such a clothing industry. I believe we can give you some lessons to learn from, and how big the space is.

At the same time, we heard Wang also told an example that an old card raised 75 million yuan, bought the Chinese channel and monopolized the whole industry. At the beginning of last year, a huge lawsuit took away the capital of all the agents in China, took all the channels back, and removed all the agents.

What is this? It might have been a Hongkong boss or a Chinese boss who had worked hard to bankrupt the enterprise. Once it became rich, Burberry became rich at once. The brand I didn't want you to sell me to sell personally, and the brand management rights were taken away.

I tell you these stories, just want to see what we are all doing. What did we do in China? What is the clothing brand boss doing? Making clothes is a hard work and changing into real estate.

Wenzhou, where we have done quite a lot, in fact, is really implicated are real estate, because the contraction of real estate, in Beijing, Shanghai, so many houses, said that the house sold, it is a pity, the rich people want to buy, can not buy, no money can not afford high-end property, now Wenzhou real estate group holding property, how to achieve cash, for them is a very difficult task.

Including the current Haier has entered the real estate, because Haier is state-owned enterprises, I want to say how to say, I do small business does not matter.

Entering the real estate industry, many garment industries are now communicating with some of the eldest of Taobao at the beginning of this year. When the Taobao achieves a market, it also destroys a market. There are no two sweet lists in the world.

I hope that we will study whether it is brand integration channel or the final channel to integrate the brand, so we see the clothing industry in this way.

So much has been done.

clothing

After the industry, we use the simplest and most straightforward statement to say, where is the Chinese clothing brand industry and the west? Where is the word "price tag"? It is the price tag on the label.

I believe that like Hermes, this package is seventeen thousand in any shop in China. It will never have such a price tag from nine thousand and five hundred to nineteen thousand. But in the same brand, the same store will have different price tags for the same pair of shoes. What do you think the consumer experience is? Finally, when you return to Taobao, the final channel you laid becomes an inquiry space. I think this is actually a big impact on consumer confidence.

We believe that the brand of Chinese clothing road also needs some new ideas and new introduction.

So much has been said about it as a consumer's judgement of the industry.

What do people's livelihood bank say? First of all, we like the two industries of "food and clothing". What is life? Life is the four word "food, clothing, shelter and pportation".

In these four very important things, housing and banking have nothing to do with my customers. Because what is this? This is the state of state-owned enterprises. Housing and banking are basically monopolized. Clothing and food enterprises can never monopolize or monopolize. What is this? The innate institutional advantage.

So in this perspective, we can say that the rigid demand of the clothing and textile industry, the 1 billion 300 million people have to wear clothes, is a long-standing existence in China and will always exist.

Second despite the emergence of such large cities as Beijing and Shanghai, the official statistics of China are

extravagant

If the overseas market is added up, the prosperous Chinese people should be the world's largest luxury purchasing place. They only concentrate on some people and some cities. But in the vast two lines, three lines and even towns in China, they also need good brands and good products of cheap and good quality products. Second.

So I think the difference of consumption habits and habits determines the status quo of the multi-layer distribution of China's future clothing industry. It can not be replaced. Even in ten or twenty years, it will exist for a long time. That is to say, Beijing wears top brands. In the countryside, I wear a pair of sports shoes like Nike, so I believe that this thing exists.

Third, the most important thing in human nature is the pursuit of beauty, whether from the city or from the countryside.

The fourth is the huge advantage of the Chinese garment industry. This is not something that Kampuchea and Indonesia can replace. I have been to these countries. It is indeed a bad thing for Chinese people to have no faith.

For example, in Islam, you have to knock five times a day, no matter what you are doing, lie down and kowtow your head.

Then the Buddhist countries will be in conflict with religion if they are strict, so I think that the inherent advantages of the garment industry will not disappear quickly.

Finally, every enterprise is not merely pursuing the purpose of listing, or trying to build a reluctant Armani. I believe China's 5000 year culture is enough for the Chinese people to find something or form a group of things that our children and grandchildren can stay behind. I think the biggest dream of entrepreneurs is this.

What is the commercial loan link? We are focused on serving small businesses. We all talk about how small to what extent? We can tell you a big number. At present, we have worked for more than two years in less than three years. Now we have invested four hundred billion, and the balance has reached 220 billion. Among them, 20% of them are related to clothing, shoes and hats, and more than 240 professional cooperation markets.

I often say a word in our internal training that we can do a good job as a customer manager of Minsheng Bank. You may not be able to be a salesperson for clothes sales. The salesperson barks with you is absolutely not without reason. He must have an incentive mechanism. Don't think that only the bank has incentive mechanism to do well in clothing sales. It needs adequate psychology. I often tell you when you go to a store to buy a coat, why bring a pair of trousers back, you have to think about it, it is not without reason.

In addition, you can be a bank branch president, you may not be able to do a chain store manager, because the shop manager is similar to the brand next door, you sell clothes here, everyone is getting together.

So I respect you very much, so that is, we focus on the knowledge of this channel, we hope to promote production through a strong channel, and promote consumption upgrading. We hope to have Chinese brands, we launch a brand dealer financing program, the clothing industry is our top priority, we believe that experience is a process, we have to train professional buyers, because no matter how developed the Internet is, I believe that women will try to dress this matter before they can solve the problem, and take a few girls to go shopping. This is the happiest thing in life. You say that the whole thing is on Taobao, which is unrealistic unless it changes the physiological characteristics of women.

In the process, buyers are very important to improve the integration ability of Chinese clothing and find new business opportunities in the pformation. Finally, we think that buying and selling is an art and win-win development can continue to develop. It is an art to make people who sell clothes earn money and expand their production.

Finally, the core enterprises should be bold in their responsibilities.

enterprise

In this process, more enterprises need to stand up bravely. Minsheng Bank in the past three years, our chairman said a word very touched, he said Zhou Bin when you do small and micro businesses, you do with feelings, if you take a bank routine to do, good things are also smashed by you.

Minsheng Bank can share with the entrepreneurs here whether we can take some emotional action to do so. There may be new solutions.

Minsheng Bank is willing to integrate these resources in the process of this industry chain to provide some help for them. I support your sales, in fact, is also supporting your production. I support your operators, in fact, it is also helping you build the brand, rather than making rough products.

Thank you.