Jiangsu Haitai marine products gradually enter the European market
2021-06-02
Since the beginning of this year, despite the sluggish ship market and the lack of demand in the ship supporting market, the two main economic indicators of Jiangsu Haitai Ship Equipment Company's sales revenue and the amount of orders on hand have not fallen but have risen. As a private ship supporting enterprise, why was Jiangsu Haitai able to achieve a substantial increase in sales revenue and the amount of orders in hand during the current downturn in the ship supporting market? Its "price of small factory, quality of large factory" and thoughtful service undoubtedly play a major role in it. Around 2003, with the vigorous development of the domestic shipbuilding industry at that time, the domestic market demand for ship Deck Machinery also flourished. In order to shorten the delivery cycle, some foreign deck machinery manufacturers began to look for cooperative manufacturers in China. This model, on the one hand, has high requirements on the production management of Chinese enterprises, and on the other hand, will lead to the majority of product profits being taken away by foreign parties. Under the circumstance that the ship supporting market was booming at that time, many domestic supporting enterprises were unwilling to accept it. such conditions. With the idea of learning foreign advanced technology, Jiangsu Haitai began to cooperate with a Dutch company in 2004 to produce windlasses, mooring winches and other products for foreign parties in the form of processing with materials and drawings. During the period of "working" for foreign parties, the company always put "learning skills" first and "making money" second. For the production process and organizational management requirements proposed by the foreign party, we always do everything possible to meet them, and never care about the economy. Sometimes, a product needs to be reworked several times to meet the requirements of the foreign party, and all the rework costs arising therefrom shall be borne by the company itself. Some old employees of Jiangsu Haitai said that at first they "worked" for foreigners. By "working" for foreign manufacturers, Jiangsu Haitai quickly understood the advanced production design concepts of foreign deck machinery products in just a few years, the labor skills of front-line production workers have been greatly improved, and the overall strength of the enterprise has been greatly improved. At present, the company can design and produce complete sets of deck machinery products for the whole ship except steering gear, such as marine cranes under 60 tons and 45 meters and winches under 350 tons according to user requirements. It has changed the design idea of "stupid, big and stupid" in the past, and the designed product has exquisite structure, flexible operation and convenient maintenance. Among the company's 120 front-line operators, there are 27 middle and senior technicians. In the two labor skills competitions held by the local labor department, the contestants of Jiangsu Haitai included the first and second places in the competition of lathes, welders, fitters and other types of work. Due to the use of the groove welding process technology of foreign manufacturers, the deck machinery products produced by the company avoid the phenomenon of uneven surface welds that are easily generated due to the use of conventional welding technology. The appearance and quality have been well received by users. The acceptance rate has increased from less than 90% in the early days of establishment to more than 98% today. In October 2011, Jiangsu Haitai obtained the API certification of the American Petroleum Institute, becoming one of the few deck machinery manufacturers in China that has passed the certification for its crane and winch systems, laying a solid foundation for the company to further expand the field of marine engineering. Moreover, since 2009, Jiangsu Haitai's own brand windlasses, mooring winches and cranes and other deck machinery products have been exported to Brazil and other countries in batches. In China, its current market share has entered the top six. In order for supporting enterprises to gain a place in the fiercely competitive market, the reputation of users is very important. Ye Yongguo, general manager of Jiangsu Haitai, who has been selling for many years, knows this well. He believes that the good reputation of a company is not blown out, but accumulated bit by bit. He proposed that every customer who comes to the door should be treated equally and seriously; the market should be absolutely realistic. There are often some foreign counterparts requesting Jiangsu Haitai to debug and repair their products exported to China. People took the initiative to come to the door, and the products are not produced by themselves. According to the "hidden rules" in the business field, they can take the opportunity to "open the mouth", but Jiangsu Haitai charges according to its own product standards and dispatches employees within the required time. Rush to field service until the user is satisfied. For its own customers, Jiangsu Haitai is even more so. For some price competition below cost, Jiangsu Haitai never participates. The company also lost a lot of business for a while, but Ye Yongguo didn't regret it at all. He said that the supporting products produced below cost prices must be more or less defective in quality. And every time the product fails, the reputation of the manufacturer among the users will be worn down a little. If things go on like this, such enterprises will be abandoned by the market. Over time, Jiangsu Haitai has been recognized by more and more users, and the company's reputation has gradually spread. With a good reputation, the company has seen a 40% increase in the number of orders for offshore engineering support this year when the global ship supporting market demand has shrunk sharply. Its own brand products have not only been adopted by some large domestic enterprises, but also Overseas markets have also achieved good results. In September this year, the first independent brand management company established by Jiangsu Haitai in overseas markets will be officially opened. In addition, the company has also found a partner with a better market foundation in the Singapore market, and plans to jointly build a new deck machinery sales company to market Haitai brand products to comprehensively expand the Southeast Asian market and gradually extend to the European market .
