A Sample Survey Of Three Small And Medium Enterprises In Shengze, Jiangsu

Jiangsu Shengze, a small town on the edge of Taihu, produces an annual output of tens of millions of meters of fabric. It can make a shirt for everyone around the world.

In the first half of this year, many small and medium-sized textile enterprises were worried about "shortage of human resources, tight money and little money" and Shengze's business difficulties intensified.

Shengze textile industry, which accounts for 85% of small and medium-sized entrepreneurs, has created sales revenue of 41 billion 800 million yuan, an increase of 43% over the same period last year, and the average profit margin is much higher than the national average level.

"Most of the textile enterprises in Shengze are not big, but they are very influential in the global textile industry chain."

Qian Yonggao, deputy mayor of Shengze Town, Wujiang City, Jiangsu, said: "they have a strong nose, strong brain, strong skills, steady steps and no homogenization. A nylon filament can make thousands of models, and the price of a cloth can sell cars. Who can say that small businesses can not create great value?"

1. do not stare at scale to stare at benefits.

"The bigger the scale is, the better.

The market is not sure, the management can not keep up, the economy is fluctuating, and the big factory building and the long production line must be dragged behind. "

Ying Xiang Chemical fiber, the first spinning factory in Wujiang area, in 1997, the output value of enterprises has been ranked second in the township enterprises of the whole country.

Now, nearly 30 years ago, Ying Xiang is still a small and medium-sized enterprise.

Many people do not understand why cash flow good Eagle Xiang why not accelerate the expansion of production scale, nor real estate and new energy? Someone concluded, "others are iron chicken, Eagle Xiang Xu Lao can be" Iron Eagle ", not willing to spend money.

"Money should be spent, but not on puffiness, but on physical fitness."

Xu Guanxiang, chairman of Jiangsu Ying Xiang Chemical fiber Limited by Share Ltd, has his own opinion.

The Asian financial turmoil in 1997, the textile ingot in 1998, the credit crunch in 2007, and the 2008 international financial crisis.

Over the past 30 years, small and medium-sized manufacturing enterprises, such as Eagle Xiang, have always positioned textiles as their main businesses, and have maintained relatively high profit levels.

Some of them are unemployed, and others are eager to rush ahead.

Medium and small manufacturing enterprises should live long and live well, first of all, we should straighten out the development ideas.

In the first half of this year, Ying Xiang paid 105 thousand and 700 yuan per person, and sales tax was 9.02%, which was almost impossible in the same industry.

"Enterprise development does not stare at scale, stare at benefits, scale is not necessarily bigger, the better, unit resource output efficiency is the most important.

This is also the reason why we have been developing steadily for 30 years.

Xu Guanxiang said.

Technology upgrading must also be invested.

In the highly developed textile industry in Wujiang, Ying Xiang was the first private jet company to invest in water looms, the first to produce sliced spinning and the first direct investment in melt spinning.

"In terms of technology investment, we are never stingy and always lead the market in front of people."

Gao Yongming, general manager of Jiangsu Eagle Xiang Chemical fiber Limited by Share Ltd, believes that the key to manufacturing is to advance technology.

For example, the differential fiber of the company is 600 yuan to 1000 yuan per ton than the average price of "big cargo".

Meticulous management is also an important part.

In the three spinning workshop of the front spinning workshop of Ying Xiang Chemical fiber, a roll of finished silk is laid on the shelf neatly, and the waste silk is kept centrally in the recycle bin.

Worker Xue Qinggong feels that Eagle Xiang is very different from other small and medium-sized enterprises.

"Eagle's management is strict and precise, and rewards and punishments are clear.

The reject rate is only 0.75%, much lower than that of other enterprises. "

"The stable quality of technology and management is our living sign."

Wang Guozhu, general manager of Ying Xiang Chemical fiber, introduces a kind of superfine fiber 50D/144F of Eagle Xiang, consisting of 144 single fibers.

These single fibers are only coarse 1/10 of the hair. Any breakage in the production process will result in even broken ends of the wool, resulting in an increase in the use cost and residual rate of the downstream enterprises.

In the past two years, the price of chemical fiber has fluctuated greatly. When the other household chemical fiber is not ready to sell, Eagle Xiang can sell more than five hundred yuan per ton of silk, which depends on the low breaking rate.

"Competition will finally find that the core competitiveness of manufacturing enterprises is not simply looking beautiful, but also needs to be used.

Comment

Ying Xiang Chemical fiber life is better, the key lies in the spirit of pragmatism.

"Competition will eventually find that the core competitiveness of manufacturing enterprises is not simply looking beautiful, but also to be affordable."

The two words of "substantial benefits" tell the true meaning of the development of small and medium-sized enterprises such as Eagle Xiang.

For a long time, enterprises are keen on "scale". Especially when the market is running smoothly, the scale can often bring more benefits. Therefore, it is an impulse for operators to grow bigger companies.

However, the subtlety of dialectics lies in the fact that the scale brings huge benefits, and at the same time, it must be accompanied by risks.

When the market is depressed, the first thing to do is to rely on the scale of enterprises.

On the contrary, similar enterprises such as Ying Xiang rely on differential competition, but the enterprises that rely on efficiency and survival will be less affected.

As the saying goes, snakes have snakes and rats have rats' way.

The key point is not to swaying. When the market is running smoothly, we can not be jealous of the rapid growth of others. We should not be jealous of others' "big factories and assembly lines", and steadfast in their direction.

2. covering the industrial chain to resist double risks of raw materials and markets

"Silk price is high, selling silk can earn a full pot full of money; low price of silk, brand products guarantee my high profit".

The purchasing price of spring cocoons increased by 35% over the same period last year.

Even in Shengze, known as the "Oriental Silk Market" reputation, the proportion of silk business has fallen to less than 1%.

And in these 1% enterprises, the same as the small and medium-sized enterprises in the Hua Jia group, is not worried at all.

The secret of chairman Wang Chunhua is a whole industry chain covering breeding, mulberry cultivation, silkworm rearing, silk reeling, weaving, printing and dyeing, clothing and home textiles.

In 2006, because of the large risks and low profits, the silkworm farmers in the Jiangsu and Zhejiang provinces abandoned the mulberry fields and converted other cash crops, resulting in a significant reduction in cocoon production. The annual cocoon purchasing volume became the biggest barrier to the development of Hua Jia.

At that time, when the state encouraged the east to move west, Wang Chunhua went to Guangxi and found that the local climate was particularly suitable for silkworms. So he set up a silk factory in Xiangzhou, Guangxi, and built 300 thousand original silkworm farms.

"The price of white silk has fluctuated greatly over the past two years, and no one else dared to do silk business.

But we have enough raw materials and quality to control ourselves, and the cost in the west is 5% to 10% lower than in the East. "

Wang Chunhua said.

To build the whole industry chain, R & D technology must be "one recruit".

"Small and medium-sized enterprises have limited funds, so they can not scale them, but they must specialties."

In 1970, Wang Chunhua entered Hua Jia as a silk reeling female worker and was familiar with the advantages and weakness of silk.

Silk has a good skin feel and high gloss, but it is very prone to wrinkle and uneven. This greatly restricts the application field of silk fabrics, and also hinders the development of high-end and fashionable fabrics.

In order to break through the technical bottlenecks of these silk development, Hua Jia has jointly established research institutes such as post doctoral workstation, enterprise technology center, cocoon silk modification engineering center and other universities, such as Donghua University and Soochow University, which has greatly enhanced the R & D capability of the industrial chain of silkworm, cocoon, silk and silk.

It not only guaranteed the core technology of product research and development from cocoon modification, silk reeling process, cocoon silk performance to fabric dyeing and finishing process, but also improved the weakness of silk material from the source and ensured the fine quality of clothing products.

In addition, R & D personnel also developed natural color silk through pgenic technology, and also made silk fabrics functional.

"Today, all the new natural silk materials we have developed can be used to make straight suits and skirts. The profit is four or five times higher than that of traditional fabrics, and the supply is in short supply, and orders are coming."

To build the whole industry chain, the downstream brand sales are indispensable.

Today, the profit margin of Hua Jia is only 10% to 20% in reeling and weaving, but Wang Chunhua is determined to enter the domestic market.

"Small and medium enterprises only do OEM and manufacture. They can only look at their faces and eat and never get stronger.

Now that the purchasing power of Chinese consumers is so great, why do we not sell our products so well? "Hua Jia group began to promote the silk garments and accessories of the" Sang Luo "brand in 2009, and now this brand has become a well-known trademark in China.

"From mulberry cultivation to silkworm making, I have the ability to resist risks.

The price of silk is high, and a ton of silk will earn a full pot. If the price of silk is low, brand products can also guarantee my high profits.

no matter

Comment

If Ying Xiang Chemical fiber is out of difficulty by relying on "Dingli", then Hua Jia group seems to be the opposite. Its success is just "eating in a bowl and watching it in the pan".

While doing the main textile industry, Wah also created a "whole industry chain covering breeding, planting mulberry, raising silkworms, reeling, weaving, printing and dyeing, clothing and home textiles".

In fact, the development of upstream and downstream industries has always been a traditional way of thinking of enterprise expansion.

There are successes and losers.

The obvious advantage of investing in upstream and downstream industries is controllability.

Well done, due to stretching the value chain, theoretically can improve efficiency.

However, after all, from the mainstream trend of social development, the division of labor in the society is more and more meticulous and professional, and it is supporting the whole society and even supporting the whole world.

At present, most industries are indeed the same. Few enterprises in one industry can eat a cane from the beginning to the end.

Why can China's whole industrial chain help to get rid of its predicament? The key lies in how to realize the whole industrial chain and how to realize the whole industrial chain.

In a word, all roads lead to Rome. It depends on how you go.

Therefore, the inspiration that Hua Jia can give us may not lie in its overall industrial chain strategy, but in how it creates the industrial chain, for example, its "R & D" in its R & D technology, and its "downstream" brand sales, which may be the key to the problem.

3. strong R & D and sales, and "dumbbell" enterprises have high profits.

"Others invest money to open factories and buy equipment. I invest in R & D, brands and channels, and the price is 5% - 10% higher than that of peers."

In Shengze, ambition textile is regarded as "high and new technology enterprise".

The annual sales volume of this more than 200 person enterprise is estimated to be more than 300 million yuan, which means that employees earn 1 million 500 thousand yuan per person per year.

Unlike other small and medium-sized enterprises in the region, aspiring factories only produce small batch of urgent and difficult jobs, and large quantities of orders are outsourced to other small businesses in the region.

"That kind of continuous buying and buying equipment, relying on the increase of total volume, has little significance for enhancing the core competitiveness of enterprises.

If it is not for debugging, my own factory is not necessary. "

Huang Zhixiang, chairman of Zhi Xiang textile research and Technology Co., Ltd. has calculated an account. The expansion of the enterprise requires large amount of fixed assets investment, and the working capital will be reduced, which will impede innovation input.

Because of the fast updating of technology and the constant elimination of equipment, and when the market is low, there are more stocks and equipment and products are depreciating.

Therefore, the manufacturing process is completely controlled by the market environment, high investment, and low risk resistance.

"If we expand the expansion of money for R & D and sales, we can lead the market, stimulate the market, create the market, and turn the passive into the initiative."

As a strong dumbbell enterprise, R & D and sales will enable SMEs to master market initiative.

In 2001, he aims to promote the development of superfine fiber fabric "Mcb".

As soon as this new cold resistant clothing fabric came out, it quickly occupied 90% of the market share of down garment fabrics in China.

The gross profit margin of 100% lasted for one year.

The development and popularization of new fibers such as matte fiber and nylon 66 can bring about a fabric revolution. The profit margin of the first year sales can be kept at 50%. And the functional development of waterproofing, fire prevention, dustproof, antifouling, wrinkle proofing and cold proofing has created new market demands continuously.

"Others invest money to start factories, buy equipment and recruit labor. I invest money to recruit talents and do research and development.

Others are scale advantages, I am a technical advantage, but at last I can deploy five thousand or six thousand machines from forty or fifty small businesses to produce at any time, and I always sell 5% to 10% more than others.

Huang Zhixiang said.

When other enterprises are worried about "shortage of money, shortage and shortage of people", dumbbell enterprises are making great efforts to maintain the differentiation advantage of "people without me and people with me".

China's textile industry has strong imitation ability.

With the advent of any new fibers and new fabrics, imitation products were launched immediately.

To this end, ambition has put forward a series of strategies in differentiation strategy. Hundreds of products will be launched in one year, and value-added services will continue to be provided, so that the speed of imitation can not keep pace with the speed of innovation, so that the design concept of downstream enterprises will keep pace with the trend of fabrics.

In the two quarter of this year, the overcapacity of the chemical fiber industry is beginning to show. In Shengze, where the chemical fiber output accounts for 1/10 of the whole country, the volume of orders has also seen a trend of small quantity, low price and diversification, and many small and medium-sized enterprises have begun to limit their production and wait.

However, ambition textile says that in the second half of the year, dozens of new products will be released every month.

"In fact, our core competitiveness is customer demand oriented, continuous innovation, and maintain a high quality control.

So our chemical fiber fabrics can only sell real silk prices.

ambition

Wu Xinxiang, deputy director of the China Eastern Silk Market Management Committee, said that the development of small and medium-sized enterprises in Shengze from small workshops at doorposts and small orders to the powerful enterprises that can affect the textile industry today is actually the result of continuous pformation and upgrading after several economic cycles.

"After decades of development, the division of labor in China's textile industry is becoming more and more detailed.

R & D enterprises such as ambition do not necessarily have factories, but they have technology, brand and loyal users. Therefore, even small and medium-sized enterprises can still take a firm foothold in economic fluctuations and go forward.