Boda Group, headquartered in Chancheng, is a star enterprise in Foshan's foreign trade industry and has gradually resumed work since February 10. Thanks to the global supply chain layout, the company's sales have maintained a steady growth of 20%. Lv Moudu, vice president of the company, said that the company placed 120 million yuan of orders to upstream customers in February, including 30 million yuan to suppliers in Foshan.
Foshan is a major foreign trade city, and the COVID-19 epidemic has brought challenges to the flow of people, logistics and capital of enterprises, but the epidemic has not stopped enterprises from resuming work and production. The reporter interviewed enterprises in household appliances, ceramics, machinery and equipment, import and export industries and learned that many export-oriented enterprises have steadily resumed work since February 10, and many enterprises' orders are at full capacity. In order to minimize the impact of the epidemic, Foshan enterprises have made efforts from marketing, production and supply chain to stabilize foreign trade.
Plan online equipment in advance to help sales
In the office of Foshan Henglitai Machinery Co., LTD., Yang Xuexian, the company's general manager, is busy communicating with overseas customers by video call about the delivery date of the product. "It used to be used occasionally, but now video calls have become an important means of communication with our overseas customers." 'he said.
Hengli Tai is a national manufacturing industry hidden champion enterprise, enterprise exports accounted for about 50%. In the fourth quarter of last year, Hengli Thai orders soared, and the export sector performed brilliantly, which is expected to usher in good growth in 2020.
However, affected by the new coronavirus epidemic, Hengli Tai had to take an early holiday and delay the resumption of work, which affected production and delivery. Before the official resumption of work on February 11, Yang Xuexian had actively communicated with the customer about the delayed delivery. Hengli Tai rearranges the production plan according to the urgency of the order, which has been scheduled to May, and the first batch of goods is expected to be shipped in March.
In order to solve the problem that the most urgent personnel can not go out, Hengli Tai has recently purchased high-end video phone software, and each office and point of sale are connected to video phone software to solve foreign business negotiations and services.
The epidemic has affected the personnel travel, new product recommendation, enterprise exhibition and other aspects of Foshan Kaba Technology Co., LTD. Liu Bo, director of export sales of the company, bluntly said that due to the epidemic prevention and control, the company has canceled the business trip to South Korea after the Spring Festival to negotiate the 2020 order. Companies are communicating with customers online by sending emails, sending samples, and promoting short videos to minimize the impact of the epidemic on their business.
Aluminum profile companies are also actively planning ahead. At the end of January, Guangdong Huachang Aluminum Plant Co., Ltd. learned that the epidemic might lead to a delay in the resumption of work, and immediately communicated with overseas customers online to delay delivery. "Most of our overseas clients have been working with us for a long time and they are understanding." Huachang deputy general manager Wu Weshe said.
Leverage the strengths of the global industrial chain in response to changes
In the Boda Group headquarters building, dozens of salesmen are busy docking domestic orders. In order to promote suppliers to resume work as soon as possible, Boda Group issued 319 new contracts to 247 suppliers across the country in February, the amount of 120 million yuan. As of February 21, the company has exported 200 cabinets and will export 401 cabinets again before the end of March.
Lu Moudu said that from the second day of the first month, the president of the company called the management to hold a video meeting every day to plan the impact of the epidemic on the enterprise in advance. "As a downstream sales company, we are worried about the disruption of the supply chain, so we decided to place the order in advance, not only to give confidence to upstream companies, but also to encourage suppliers to resume production as much as possible." Mr. Lu said that Boda has 40 upstream suppliers in Foshan, including daily use, fast moving consumer goods, furniture, hardware, ceramic tile and other industries, and the current resumption rate has reached 80%.
Boda Group orders in advance from the strength of the global layout. The company has been deeply engaged in Africa for more than 20 years, with more than 2,000 African employees, not only has a mature sales network in Tanzania, South Africa, Kenya and other countries, but also has a wholly-owned factory. "All the products we purchase are exported to Africa, and we are currently in a state of short supply." Lu Moudu said.
In Sanshui, Guangdong Jinyi Ceramic Group Co., Ltd. also gradually resumed work from February 10. At present, companies are planning to transfer relevant orders to Malaysia for production, to minimize the impact of the epidemic on export orders. Hou Bo, vice president and general manager of ceramic tile Division of Jinitao Group, said that in 2019, Jinitao has actively laid out overseas factories. Jinitalao's SINO production line in Malaysia has been put into production, and the company is currently planning to transfer orders, hoping to help Jinitalao fight against the epidemic and stabilize production to a certain extent.
Governments help companies reduce losses and maintain credibility
In order to minimize the impact of the epidemic on foreign trade enterprises, government departments at all levels have also actively acted. In response to the call of the China Council for the Promotion of International Trade, Foshan Council for the Promotion of International Trade from January 30, free of charge for Foshan foreign trade enterprises to handle the new coronavirus pneumonia outbreak force majeure facts, to help enterprises reduce the loss of default, maintain the reputation of enterprises.
"Great, the customer agreed to our delayed delivery, 600,000 yuan order saved!" On February 3, Foshan Council for the Promotion of International Trade issued the first force majeure certificate of the novel coronavirus pneumonia epidemic to Foshan Kaixinlong Building Materials Co., LTD., a prefecture-level city in the province, and the company sent the scan of the certificate to Saudi customers on the same day. After seeing the certificate, the customer finally agreed to postpone the delivery of the product, and the person in charge of the company breathed a long sigh of relief.
Government departments to help, Foshan enterprises are doing everything possible to rush time. Guangdong Star Refrigeration Equipment Co., Ltd. officially resumed work on February 12, and as of February 21, the return rate reached 70%. Yang Wen, general manager of Star Refrigeration, expects that the return rate of enterprises will be close to 100% on March 1.
Xingxing Refrigeration employees participate in the production of refrigerators in the workshop. Photo by Hong Hai/Foshan Daily
The overseas market occupies 60% of the market share of star refrigeration, under the epidemic, Star refrigeration arranges vehicles to Hunan and other places to pick up employees back to the enterprise, while contacting the shipping company to adjust the schedule of star refrigeration export to ensure that export orders are delivered on time.
"On the day of resumption of work, many front-line employees have not yet arrived, and office staff will temporarily" go to the workshop to help operate equipment and monitor the production process." Yang Wen said that star refrigeration has a high degree of automation, and it is not difficult for second-line employees to temporarily "fight". Star refrigeration will carry the challenges brought by the epidemic through team warfare.
Star Union precision: the general direction of deepening and expanding overseas markets will not change
Guangdong Star Union Precision Machinery Co., LTD. (hereinafter referred to as "Star Union Precision") mainly provides PET blow moulds, bottle cap moulds for beverage industry enterprises, and exports account for about 45% of the total sales, and the market is concentrated in Japan, Southeast Asia, India, the Middle East, Europe, Australia and other countries and regions. In the past two years, Star Union Precision hopes to increase the development of overseas markets, and exports will account for more than 60% in one or two years.
Star Union precision production workshop workers working scene. Photo by Wang Weinan/Foshan Daily
Two months before the Spring Festival and three months after the Spring Festival, it is the peak of the shipment of Star Union precision, and the shipment volume accounts for 60% of the whole year. Since the resumption of work and production on February 10, Star Union Precision has been shipping almost every day to minimize the impact of the epidemic.
Behind the rapid delivery, Star Union precision about 90% of the staff arrival rate and capacity recovery rate. According to Jiang Xiaoping, managing director of Star Union Precision, raw materials and production consumables have been stored until March, which will not affect the current production for the time being. At the same time, most of the enterprises are old employees who have worked for more than 5 years, and the sense of belonging to the enterprise is strong, and they have responded to the news of returning to work.
Under the epidemic, the expansion of the overseas market has encountered certain impacts, such as delayed arrival rate, rising logistics costs, difficult to negotiate follow-up orders and carry out after-sales service.
"We launched the emergency mechanism on January 23 to communicate with key customers about the difficulties encountered, strive for understanding and delayed delivery, and also give customers time to adjust their production plans." Jiang Xiaoping said that the customers have shown understanding, but also with us to find a way to get the time back.
At present, the largest single exporter of Starlink precision blow molding products is Japan, accounting for 50% of the country's high-end market. Recently, it is the peak of the production of several major beverage brands in Japan, and there is plenty of time to ship, install and debug equipment according to the original plan. "Now that the delivery is delayed, we can only work together to reduce the installation and commissioning time and get the time back." Jiang Xiaoping said.
For this year's market expectations, Jiang Xiaoping is still confident, "I believe that the national policy system, this year's sales plan and target will not change, with two years to achieve more than 60% of the goal will not change."
The confidence also comes from the continuous improvement of the core competitiveness of Star Union precision. Jiang Xiaoping introduced that this year, a global innovation research and development project lasting 3 years will be implemented in China, which will bring substantial growth to the enterprise and also open up a new field of the whole line of engineering.
"The whole line project requires system capabilities, service types and other stronger, continuous innovation, in order to enhance the core competitiveness of the enterprise and anti-risk ability, which is also an important factor for our expected turnover growth this year." Jiang Xiaoping said.
Keda Clean Energy: won a number of overseas orders after the resumption of the global layout
On February 21, Guangdong Keda Clean Energy Co., LTD. (hereinafter referred to as "Keda Clean Energy") technicians were using video to guide Indonesian customers thousands of kilometers away to pre-install the company's pottery machine equipment. Through such emergency measures, Keda technicians will be able to install equipment in place as soon as they go to Indonesia after the epidemic is over.以上翻译结果来自有道神经网络翻译（YNMT）· 通用场景
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Kedajie workers are assembling ceramic machinery for export. Photo by Zhang Hongtao/Foshan Daily
Affected by the epidemic, the domestic production and sales of many enterprises have not fully recovered, but Keda Clean Energy has good news in overseas markets. Wu Muhai, president of Keda Clean Energy, introduced that the company has won a number of new orders in Turkey, Indonesia, Vietnam, Japan and other places. Benefiting from the strategic layout of vigorously exploring overseas markets in the past few years, the impact of the epidemic on Keda Clean Energy's business will be greatly reduced.
Keda Jieneng, which has secured a leading position in the domestic pottery machinery and equipment industry, has continuously accelerated its globalization layout in recent years and made remarkable achievements in overseas markets. In the face of the epidemic, Keda Jie can not relax on overseas business, and protect overseas orders from three aspects. "The top priority is to restore production capacity, speed up the shipment of orders already placed last year, and gradually speed up the production of new orders." Wu Muhai introduced that on the basis of strictly doing a good job of epidemic prevention, the company officially started work on February 10, and as of 20, about 50% to 60% of the production capacity has been restored, and it is expected that normal production capacity can be basically restored in early March.
In terms of marketing, Keda marketing at home and abroad closely cooperate with customers through online sales and offline door-to-door understanding of needs. Wu Muhai said that through years of efforts, the company has set up subsidiaries or marketing service outlets in Italy, Turkey, India, Egypt, Indonesia, Vietnam and other places. Thanks to the perfect sales and after-sales network, Keda can continue to win overseas orders in the near future.
The export of heavy machinery and equipment is the most testing after-sales link. Keda Clean Energy set up emergency plans for after-sales work. Wu Muhai said that in the past, after the equipment was shipped, technicians had to go to the local place to install and debug the equipment for customers. At present, due to the impact of the epidemic, many countries have not lifted their entry restrictions on China. To this end, the company through the domestic technical team video guidance, local after-sales personnel on-site guidance and other ways to help customers to carry out pre-installation.
"Keda's overseas strategy will not change." Wu Muhai said that next, the plan is to use two or three years to continue to increase the proportion of overseas markets, and focus on the European and American markets outside the traditional strong market.
In September 2018, Kedajie acquired Veco, an old Italian pottery machine company, to explore the European market with its mature market network. Now, after more than a year of hard work, Keda's European subsidiary has successfully won its first order. Wu Muhai said that the company is also making efforts in the U.S. market and accelerating the pace of expansion into Europe and the United States.
